29.01.2016 OUTSIDE THE BOX Two weird ways to boost your margins NATIONAL LIVING WAGE Page 26 »

My store of the future ‘Big changes doubled our profitability’ Page 24 »

NEWS l CONVENIENCE l PROFIT www.betterretailing.com l £2.30 My Local plans to profit from print BUSINESS l Retail group to survey local areas to build store- ‘More store specific news and magazine ranges. l ‘Huge growth potential’ from bridging gap between support’ as standardised supermarkets and newsagents. Page 5 » franchises grow 10% OPPORTUNITY ‘Joining group gave me back time to focus on Indies tap National Living Wage into 20% and pensions.’ US food Page 4 » growth 600 stores average WHOLESALING £1,100 sales per Wakefield week. Page 18 » service MARKETING ‘turns the Meal deal corner’ text trial Yorkshire store Costcutter targets owners report 38k shoppers in York improvements from and West Midlands. Menzies. Page 12 » Page 6 » Star sales up, but Vol 127 No 4 retailers miss out on FOR TRADE USE ONLY Just the ticket Worcester retailer Natu Patel’s Lottery sales have rocketed 30% fol- £200k profit in first 04 lowing press coverage of a potential £33m jackpot winner at his Ambleside News three months since store. Mr Patel made headlines after claiming he sent the lucky ticket to Camelot, price cut. despite it being nearly destroyed after “going through the wash”. Page 12 » Page 7 » INTRODUCING BESTWAY AND BATLEYS REWARDS CARD

REWARDING Minimum spend £300 per shop + include one of the following = 1 stamp (per visit) SPEND £300 + BUY A CASE OF SPEND £300 + BUY A CASE OF Coca Cola Zero SPEND £300 + GET A FREE CASE Coca Cola Zero Cherry PM 49p Coca Cola Zero YEARS 24 x 330ml Cherry PM £1 12 x 500ml Cherry PM 49p OF LOYALTY FROM 1 24 x 330ml OUR CUSTOMERS 2 3 SPEND £300 + BUY A CASE OF 1976 - 2016 SPEND £300 + BUY A CASE OF Skittles Tropical SPEND £300 + GET £3 OFF A CASE 36 x 55g Skittles Tropical PM £1 12 x 125g Wrigleys Extra White Gum 1 36 x 30 x 10 Pack 2 3 GET MONEY OFF A CASE OR SPEND £300 + BUY A CASE OF SPEND £300 + BUY A CASE OF A FREE CASE ON EVERY 3RD SHOP Weetabix PM £1.99 SPEND £300 + GET £3.25 OFF A CASE 6 x 24 Pack Weetabix PM £1.60 + SHOP 12 TIMES 10 x 12 Pack Weetabix On The Go Strawberry PM £1 IN THE MONTH 8 x 250ml FOR YOUR CHANCE TO WIN 1 2 ONE OF THOSE SHOPS 3 * SPEND £300 + BUY A CASE OF SPEND £300 + BUY A CASE OF SPEND £300 + GET A FREE CASE Typhoo Tea Bags + FREE 50% EF PM £1.95 Typhoo Eco Fresh Refill PM £1 Typhoo Fresh Brew 8 x 120s 12 x 40s PM £1.39 6 FOR 5 PK February 1 6 x 80s 2016 2 3

*Terms & conditions apply. £300 minimum spend per shop excluding tobacco and VAT. Please go to www.bestway.co.uk/rewardscard for more details.

SHOP WITH US TO WIN REWARDS EACH MONTH!** Our way of thanking you, our customers, for 40 years of loyalty You’re better off at Bestway and Batleys www.bestway.co.uk www.batleys.co.uk *Terms & conditions apply. £300 minimum spend per shop excluding tobacco and VAT. Please go to www.bestway.co.uk/rewardscard for more details. **Not applicable to delivery customers. In-depot and Click & Collect customers only.

RN ad template.indd 21 1/20/16 2:24 PM Retail Newsagent 29 January 2016 3

Whenever I visit our local c-store, my four-year-old daughter always asks to join me. She knows it has a large selection of Kinder Eggs and which particular variants she is collecting. She’s not always successful, but there are a lot of My Little Pony toys currently scattered around the house. Speaking at the Local Shop Summit last October, London retailer Jay Patel told delegates how he invests in children’s shopping experience be- RETAIL NEWSAGENT NEWS ● CONVENIENCE ● PROFIT cause they are future customers and bring parents with them. One tactic he uses is creating brilliant kids magazine displays at floor As a parent – and level. He doesn’t mind mess or damage because there is always a title in parents’ baskets and he sells 17 boxes of comics a week. victim of pester There are two great examples of effective marketing to these future power – it’s customers in this issue. Cobham retailer David Worsfold grew his con- important to get fectionery sales by 8% in his new store with a ‘Christmas tree’ display of a balanced range American confectionery. Meanwhile, Vishal Madhu, from American food importer Innovate that appeals to both Bites, explains how the bright, vibrant packaging of US products is help- children and parents ing the 600 stores he supplies sell on average £1,100 of US confectionery and other products per week. As a parent – and victim of pester power – it’s important to get a bal- anced range that appeals to both children and parents. Londis retailer Kate Mills does this by integrating healthy fruit-based treats with vivid packaging into her pick & mix range. Getting feedback from customers shouldn’t be limited to adults, either. CHRIS GAMM In next week’s issue, we interview a seven-year-old magazine-buyer Editor about what she reads, why and how the positioning of magazines in a @ChrisGammRN store is crucial in determining where she visits with her mother. Meet their needs and you could win shoppers for life.

24 CONTENTS 33 NEXT WEEK NEWS problems for retailer brains. This your business in these 16 YOUR STOCK, YOUR 4 INDUSTRY NEWS Franchise week, The Beatles days of increasing retail SAY 24 RETAILER retailing set for further Would you crime? RN speaks to two PROFILE growth in2016 push wholesalers retailers to find our what and manufacturers to 6 BUSINESS NEWS Shoppers get David Worsfold grew hi-tech solutions they help offset the cost of the up living above his text alerts in Costcutter’s employ National Living Wage? father’s shop, now he’s 30 BABYCARE & latest digital initiative 18 INDUSTRY PROFILE doing things his way PRE-SCHOOL 7 NEWSTRADE Daily Star’s ON THE GO: BREAKFAST Innovative Bites CEO & after spending just Ensure you are sales increase comes at a founder Vishal Madhu, under £1m on a refit stocking the Why offering a morning £200k loss for retailers below of his Cobham store snack is now essential 8 PRODUCT NEWS products parents 19 COLUMNIST want Manufacturers step up Get your spring range FEATURES 30 33 PREVIEW health responsibility right, says John 26 NATIONAL LIVING WAGE Butterkist’s hot cross bun 11 REGIONAL NEWS Indies Eastwood 18 What’s your popcorn for Easter group has focus on Wales 20 PRICEWATCH strategy? RN 13 NFRN DISTRICT COUNCILS Ales prices picks up some top THIS WEEK Yorkshire, Western, around the UK retailer tips Devon & Cornwall DCs 21 THE IN MAGAZINES ENTREPRENEURS 28 DIGITAL 34 ROUND-UP Could high-end COMMENT & SECURITY CHOCOLATE What you can magazines work for you? ANALYSIS learn from What’s the 35 FOR YOUR SHELVES Star Retailers review this 15 LETTERS/YOUR ISSUE Praise the world’s best way Monsters launch, re-brand essential category for Menzies deliveries; till best business to protect for Focus magazine “IF THEY’RE NOT ABLE TO HIT OR BEAT THAT FIGURE I’LL TAKE MY BUSINESS ELSEWHERE” – RETAILER JAGTAR RAI ON HIS HARD NEGOTIATING WITH WHOLESALERS Page 26 » 4 29 January 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent to have your say on the latest news

Only 10% Creme Egg Café’s cracking start of beers Cadbury is getting London shoppers in the mood for duty-paid Easter with the launch of Only one in 10 beer cans its Creme Egg Café, which and bottles on retailers’ has been serving up snacks shelves has had its UK based around the confec- duty paid, according to the tionery to sweet-toothed Federation of Wholesale customers in the capital. The Distributors. venue was officially opened James Bielby, FWD chief by Louise Thompson of executive, told RN during Made in Chelsea fame, and an interview for next will be open until March as week’s issue the majority part of a wider marketing of this 10% is found on the campaign to grow Creme shelves of smaller stores. Egg sales. “Retailers may be ofered beers, wines and spirits well below wholesalers’ prices, and that’s very likely to be because duty hasn’t been Sector up 10% in two years with £15.1bn value Brands’ expansion is model of choice paid on the stock,” he said. The organisation is championing the new Al- cohol Registration Scheme Franchise retailing set which will require retailers, from 2017, to check their wholesaler is registered with HMRC as a supplier of to grow further in 2016 duty-paid alcohol. Mr Bielby added he ex- by Steven Lambert gain Booze and WH Smith enrolment and the National year to “climb towards pects the cost of the National Local, as well as other Living Wage.” £16bn”, adding that “90 to Living Wage to wholesalers Franchise retailers in the retail sectors, were re- Meanwhile Conviviality 95” of the UK’s 900-plus to be nearly £60m by 2020, grocery and newsagent sponsible for £3.2bn of this Retail, which owns Bargain franchise brands will be in but the efect will be worse sectors are set for further turnover. Booze and Wine Rack, also retail by the end of 2016. for retailers “who can’t ab- growth in 2016, accord- The survey backs up revealed to RN it added 76 “Alongside established sorb costs in the same way”. ing to new market data, as reports of growth from new franchise stores to its brands such as Bargain retailers claim franchise companies including One estate last year. Booze, it was a year in membership gives them Stop, which broke through Amanda Jones, chief which One Stop continued Post Office more time to focus on im- the 100 franchise store operating ofcer at Convivi- its franchise expansion at a pending law changes. mark last May. ality, said: “New franchi- rapid rate and with impres- openings A survey conducted by Vip Measuria, owner of sees have joined from a sive results for franchisees,” The Post Ofce is inviting the British Franchise Asso- a One Stop store in Derby, cross-section of fascias she said. applications from inde- ciation and NatWest found said: “One Stop invests such as Nisa, Costcutter, “We have seen increas- pendent retailers as well the total franchise sector more in retailer support Londis, Best-one and other ing numbers of large brands as multiples as it looks for was worth £15.1bn in 2015, teams and helping us to get independents.” turn to franchising as franchise partners for 39 of a 10% increase on figures better deals compared to Cathryn Hayes, head their expansion model of its 11,500 Crown branches. recorded in 2013. the symbol groups. of business support at the choice, whether through It follows an announce- Within this, ‘store retail- “It’s given us more time British Franchise Asso- new outlets or converting ment last week detail- ing’ franchises, including to focus on upcoming ciation, said she expected company-owned stores into ing plans to close three the likes of One Stop, Bar- issues such as pension auto- franchise revenues this franchises.” branches in Barry, south Wales, and in Antrim and Belfast, and to relocate the rest within selected busi- Figures spark new call for retail crime action nesses. Police chiefs are being its highest since 2003, it. The courts must impose Council lead for crime re- Currently, businesses hit with renewed calls to with 332,277 incidents meaningful sentences cording, chief constable Jef such as WH Smith and prioritise retail crime after compared to 322,964 the to deter and punish shop Farrar, said: “Police chiefs Tesco house former Crown new figures revealed shop previous year. theft. Retailers must report are working individually, post ofces. However, the theft was up by more than Association of Conve- it.” collectively and closely organisation said it would 9,000 incidents and a hike nience Stores chief execu- The figures also show with key partners to adapt consider all applicants. A in violent ofences. tive James Lowman said: there was a 27% rise in to the threats we are facing spokesman said: “Appli- The annual figures “The government must be violence against people today and will face in the cants will need to have the released by the Ofce for clear that shop theft is a ofences in the year ending future so we can continue necessary space and the National Statistics show serious ofence. Police and September 2015 and knife to reduce the number of potential to help grow Post shoplifting in the year end- crime commissioners and crime was up 9%. people impacted by crime Ofce business.” ing September 2015 was at police forces must prioritise National Police Chiefs’ in the UK.” Retail Newsagent 29 January 2016 » 5 NEW STOCK FOR YOUR SHELVES Follow RN Page on twitter 33 @RetailNewsagent for expert advice to help you grow your sales Newsstands to be individualised to suit local demand Survey to be carried out in 128 stores Tesco in firing line Tesco has been ordered to My Local sees potential in make “significant changes” to the way it deals with suppliers after being blasted for knowingly delaying pay- print by tailoring ranges ments to boost its profits. The Groceries Code ad- by Nadia Alexandrou ried out early next month relaunched around early take these ranges further, judicator, Christine Tacon, in collaboration with news March.” and in keeping with our ruled the supermarket was My Local has revealed its retail consultancy Fore For the 14 weeks My ethos, My Local has to be in ‘serious breach’ of the plan to tap into the “huge Partnership. The company Local has been trading, the more local than any other industry’s code of conduct growth potential” of news- will interview store staf stores have been operating convenience retailer.” following an investigation, papers and magazines by and collect information an “emergency” interim Specialist newspaper in which Tesco was found tailoring its range to bridge on local areas, including range of around 100 core and magazine retailer to be deliberately delaying the gap between tradi- details of nearby ofces, titles, put in by Fore Mark Ansell, of Liskeard payments to suppliers. tional newsagents and the schools, community cen- Partnership. However, it News in Cornwall, said: Ms Tacon said: “I was multiples. tres and newsagents. plans to break away from “It’s good that the conve- troubled to see Tesco at In an interview with “Newspapers and maga- the largely centralised and nience sector sees it as a times prioritising its own RN, My Local trading zines markets have huge structured approach of worthwhile category to finances over treating sup- director Neil Turton and potential for growth. This supermarkets and symbol invest in.” pliers fairly.” range and pricing manager is why we’re so keen to do groups, giving store man- However, Hitesh Pan- Matt Phillips said they are some research and find out agers more flexibility to dya, of Toni’s News in Kent, carrying out in-depth sur- what’s missing,” Mr Phil- tailor their ranges. fears the move could be a veys across all 128 stores to lips said. “Symbol groups are not threat to newsagents near A better develop individual ranges “Our plan is to use this particularly experts at do- a My Local, and encroach suited to local demand. data to build the new ing news,” Mr Turton said. on newspaper and maga- £5 note The surveys will be car- ranges, which will be “We’re now in a position to zine sales. The Bank of England is to issue a new polymer £5 note from September 2016 mak- ing them “cleaner, more Lottery wins spark 30% sales surge durable and more difcult to counterfeit”. Two Lottery retailers have to wait until they finish The note, whose new reported a leap in ticket their investigation. design and security features sales following news of “We’ve spoken to will be unveiled in June, big jackpot wins in their everyone from the BBC to will be smaller than the stores. the Mirror over the story. existing one. Natu Patel, owner I would say our Lottery Retailers are being asked of Ambleside News in ticket sales are up by 30% to brief staf on the new note Worcester, hit the head- because of the publicity.” in the run-up to its release, lines last week over a Meanwhile, Carey’s and to contact suppliers of potential £33m-winning Newsagents in Belmullet, machines, including self- Lotto ticket sold through County Mayo (pictured), service checkouts, ATMs his store. Mr Patel said a was celebrating after a and ticket machines, to woman had handed him €10 Quick Pick ticket sold discuss what adaptations a ticket containing the in the store turned out will be required and when winning numbers of 26, to be a €13.7m winner. they will be available. 27, 46, 47, 52 and 58 from Owner Lorraine O’Connor the 9 January draw. How- claimed it had ‘been to Camelot but they told said: “Our footfall has ever, he said the date and through the wash’. us a number of people quadrupled and our Lot- barcode were faded on the Mr Patel told RN: have come forward claim- tery machine has been Red tops’ ticket after the woman “We’ve sent the ticket of ing the prize, so we’ll have busy ever since.” uni ban Thirty university campus shops have banned the sale ‘Keep fighting over Sunday trading’ of newspapers like the Sun Independents need to Howarth MP, two of the maintained and the facts made it clear we should and the Star because of their remain vigilant and keep Tory politicians opposing keep being repeated about not mess with something depiction of women, accord- up the pressure against the government’s plans. the detrimental impact we hammered out 25 ing to a survey carried out extending Sunday trading “I don’t think it’s it could have on smaller years ago and I do not see by Spiked magazine. hours. completely of the agenda, retailers.” anything has changed to The survey, which looked That is the message there’s a possibility it Sir Gerald added: “People warrant another upheaval. at 115 leading British uni- from former environment could come back as part of need to be vigilant. My I think if the chancellor versities, found that 90% of secretary Caroline Spel- the Enterprise Bill,” Mrs advice to retailers is to get feels there are too many them censored free speech man MP and former de- Spelman said. “It’s very hold of your MP and make Conservatives opposed, with 30 delisting lads’ mags fence minister Sir Gerald important the pressure is your voice known. I’ve he’ll drop it.” and selected newspapers. 6 29 January 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent BUSINESS to have your say on the latest news Nisa signs £1,000 free Bestway shop loyalty prize Bestway is ofering retailers up new the chance to win a free cash and carry shop as part The Bestway and recruits of incentives for its new Batley rewards Nisa has reported growth in customer rewards card. card will offer retailer membership with The scheme launches money off deals 374 new stores joining the next week and marks the and free products group in the nine months latest initiative under the to 31 December 2015. group’s 40th anniversary The company said it plans. enjoyed strong recruitment Independents will be in its third quarter results, able to pick up a rewards with 199 new stores joining card every month from up during the period. their nearest Bestway and Nick Read, Nisa chief Batleys depot. executive, said: “Our im- Each card is split into lated products during within the month will be to reward our loyal custom- proved retailer recruitment four rows, with each their visit will receive a entered into a prize draw to ers and welcome new is a testament to our dis- featuring three products. stamp. win the cost of a previous visitors to depots, and the tribution, flexible service, Retailers who spend more Filling up one of the shopping visit, up to the new rewards card is just popular chilled product than £300 in depots, rows will entitle retailers value of £1,000. another reason why cus- range and award-winning excluding tobacco pur- to a free case of product or Salih Sheikh, market- tomers should find they are Heritage brand.” chases and VAT, and money of a case, while ing manager at Bestway better of at Bestway and The news follows on from purchase one of the stipu- those getting 12 stamps Wholesale, said: “We want Batleys.” Nisa reporting positive trading performance for Christmas, which saw the Offers sent direct to customers’ smartphones Symbol group’s digital marketing drive in 2016 group increase sales by 6.3% to £254m. In addition, Nisa revealed it has signed former Ama- zon executive Steven Cook Costcutter shoppers on as the new head of its IT operartions. Mr Cook joins Nisa with more than 16 years’ experi- call for Love Local Deals ence in IT operations, most by Steven Lambert or salad from the Indepen- Deals campaign allows us recently as Amazon UK’s dent range, which can be to amplify key deals and regional IT manager. Costcutter is building on bought for less than £5 from reach a wider audience via its digital marketing plans participating shops. diferent media.” with a new footfall-driving Costcutter said it would The activity is the latest pilot scheme promoting its consider extending the attempt by Costcutter to Spar’s new product deals to smart- proximity marketing grow its presence among phone users. campaign to other regions tech-savvy shoppers. The brew trio The proximity market- later in the year if the pilot group also revealed in Spar is targeting late win- ing campaign will see proves successful. December it would ofer ter sales with the expan- 38,000 text messages sent Sean Russell, head of dig- social media training to all sion of its own label hot to shoppers in York and the ital at Costcutter, said: “The its retailers to help them drinks range. West Midlands, which will West Midlands and York improve their presence on The company has promote Costcutter’s latest gave us a very good balance sites such as Facebook and launched three products Love Local Deals. of high store density and a Twitter. this month – Drinking O2 customers within number of O2 customers. Mr Russell said: “Digital Chocolate 250g (RRP £1.50), half a mile of Costcutter This enabled us to reach a marketing is a key part of Green Tea 50s (£1.50) and stores in both regions will wide audience and have an our plans for 2016 and we Earl Grey Tea 50s (£1.50) – receive a text encouraging impact on a large number of are taking a ‘local first’ ap- while also improving the them to pick up a spaghetti retailers. proach to helping retailers quality of the tea in its 80 bolognese meal deal. jar of Dolmio sauce and “Running this trial to drive footfall into their Tea Bags packs. The ofer includes a spaghetti and garlic bread alongside our Love Local stores.” It comes weeks after Spar unveiled a range of Nespresso cofee machine-compatible capsules. Susan Darbyshire, Spar UK brand director, Colourful Christmas boost for WH Smith said: “We have a fantastic Strong sales of adult 2% increase in like-for-like the 20 weeks to 16 January sales growth over the key opportunity to grow sales of colouring books helped high street sales in the five 2016. Christmas period, driven up to £1m in the own label WH Smith record its first weeks to 2 January 2016. Stephen Clarke, WH by the ‘colour therapy’ beverages category, with growth in high street It added that group like- Smith group chief execu- phenomenon, our seasonal new products estimated to Christmas sales for 14 years. for-like sales were up 2% tive, said: “In high street, ofer and strong promotions deliver at least £500,000.” The company reported a and total sales grew 4% in we had good like-for-like in stationery.” Retail Newsagent 29 January 2016 » 7 CATER FOR THEIR BABY NEEDS Follow RN Pages 30-32 f on Facebook facebook.com/retailnewsagent NEWSTRADE to have your say on the latest news NFRN calls for Northern & Shell to restore retailer margin ‘Increased awareness’ has helped Star drive these extra sales Daily Star shining for publisher, but is a £200k loss for retailers by Chris Rolfe September, a fall of £201,300. “The increase in sales December Monday to Friday newspaper sales The Daily Star grew year- indicates that price is on-year sales of its daily, a factor, but increased Core Monthly Yearly Estimated Total sales *1 change change retail margin (000s) *2 sales *3 Saturday and Sunday awareness has also driven editions in December, but these extra sales, because of Daily Mirror 694,474 -1.4% -11.7% £96.7 757,807 retailers have lost more than the advertising campaign,” Daily Record 168,642 -1.1% -11.3% £22.3 176,884 £200,000 in margin since said Brian Murphy, head Daily Star 450,388 -0.5% 5.2% £21.8 429,038 Northern & Shell halved the of news and magazines at The Sun 1,654,525 -2.4% -8.2% £153.5 1,688,236 paper’s price last October. the NFRN. “Now, the right Daily Express 379,059 -0.4% -11.7% £50.5 385,571 The latest figures from the thing to do is look at how to Daily Mail 1,312,340 -0.1% -3.7% £182.7 1,388,423 Audit Bureau of Circulations restore retailers’ margins Daily Telegraph 436,326 -0.4% -0.6% £142.3 431,534 reveal a 5.2% rise in year-on- and sustain the long-term Financial Times 36,968 -0.6% -7.2% £20.0 59,756 year sales for the red top’s growth of the category.” Guardian 138,687 0.6% -6.2% £57.4 138,992 weekday edition, a 13.6% Meanwhile, rival red top increase for its Saturday the Mirror sufered further i 204,772 -2.6% -7.0% £20.5 279,432 edition and an 11.4% rise for sales falls during December, Independent 35,707 0.5% -6.3% £11.1 51,363 its Sunday edition. with year-on-year sales of Times 329,738 -3.1% 0.0% £93.0 351,747 The figures come after its weekday, Saturday and TOTAL 5,841,626 -1.3% -6.0% £872 6,138,783 the paper also achieved Sunday editions down 11.7%, year-on-year copy sales 13.3% and 14.7% respectively. December Saturday newspaper sales growth across all editions The Sun’s sales were in November. This contrasts down 8.2%, 6.4% and 5.9% Core Monthly Yearly Estimated Total with the three months respectively. sales *1 change change retail margin (000s) *2 sales *3 before the Star’s 5 October The year-on-year decline Daily Mirror 896,125 -1.7% -13.3% £172.6 964,678 price cut, where the daily, in newspaper sales slowed Saturday and Sunday in December, according to Daily Record 193,775 -5.1% -13.5% £36.2 210,052 editions all posted declines the ABC figures, although Daily Star 446,934 6.0% 13.6% £32.4 417,777 of between 8.1% and 14.2%. most weaker-selling issues The Sun 2,065,923 -3.2% -6.4% £309.5 2,181,579 But despite the copy between Christmas and Daily Express 478,734 0.1% -8.2% £87.1 478,989 sales increases, retailers’ New Year were excluded Daily Mail 2,152,292 0.7% -1.0% £414.5 2,212,872 profits from the Star from the report. Sales of Daily Telegraph 600,543 -3.4% -5.7% £288.3 603,433 continue to fall. Between weekday papers in Dec- Financial Times 71,114 -4.0% -7.2% £56.3 96,700 October and December, ember fell by 6%, Saturday Guardian 295,964 -2.9% -4.6% £183.8 306,827 *4 the total margin earned by papers by 4.8% and Sunday i 172,025 0.6% -6.6% £21.5 250,675 retailers was £251,400. This papers by 7.4%, compared Independent 58,505 -9.2% -14.4% £24.9 80,559 was down from £452,700 to 8.7%, 7.8% and 7.4% Times 471,716 -4.4% 0.3% £166.3 498,421 earned between July and respectively in September. TOTAL 7,903,650 -1.5% -4.8% £1,793.40 8,302,562 Johnston set for a sale December Sunday newspaper sales Johnston Press is looking publisher shed half of its Core Monthly Yearly Estimated Total sales *1 change change retail margin (000s) *2 sales *3 into selling a number of journalists in 2009 with titles that are “not part of its more than 1,000 jobs gone, Sunday Mail 193,761 -1.3% -10.4% £65.1 201,758 long-term future” as part of and closed 18 titles – mostly Sunday Mirror 676,566 -1.9% -14.7% £184.7 746,620 a review of its portfolio. free weeklies – towards the People 268,772 -2.2% -18.2% £73.4 280,220 Announced last week end of last year. Daily Star Sun. 295,053 2.8% 11.4% £32.6 266,591 in a trading update, the While Johnston Press has The Sun 1,398,935 -3.5% -5.9% £293.8 1,479,156 publisher also revealed not named the titles being Sunday Express 350,562 -0.6% -9.5% £104.0 352,770 falling revenues of 7% year looked at for sale, it has Sunday Post 164,949 -1.8% -12.5% £54.4 170,624 on year, and outlined plans categorised its newspapers Mail on Sunday 1,259,287 -0.6% -5.2% £423.1 1,332,347 to drive profits and make into four groups, partly by Ind. on Sunday 42,888 -6.5% -2.8% £23.6 97,020 further cost reductions in profitability: “sub-core”, Observer 183,662 -3.0% -5.9% £133.2 188,987 2016. “primary”, “core” and Sun. Telegraph 343,699 -2.9% -7.6% £156.4 351,738 The news comes a “uber”. The publisher said Sunday Times 705,615 -3.2% -5.5% £370.4 734,555 week after Johnston Press groupings have no bearing announced 100 editorial jobs on sales decisions, and it TOTAL 5,883,749 -2.0% -7.4% 1,915 6,202,386 were at risk of redundancy. would never look to sell a *1 Core sales are newstrade sales and pre-paid subscriptions in the UK and Ireland; *2 ERM is the total income to retailers for one day’s sales, calculated using According to reports, the whole category. margin statistics printed in RN; *3 Total sales includes bulk sales; *4 Reflects inclusion of i compared to 2013 figure; Source: ABC 8 29 January 2016 Retail Newsagent

PRODUCTS

250 calorie cap on ice creams ‘We need to play our part’ Manufacturers step up health responsibility by Steven Lambert information about its products this month. Manufacturers are stepping up The Smirnof and Guinness their health responsibility plans manufacturer revealed it would this month with the introduction provide a full breakdown of carbo- of lower-calorie options and more hydrates, calories, fat, sugar and nutritional information on their other stats on its responsible drink- products. ing website, DrinkiQ. Unilever revealed it will intro- It falls in the same month as ri- duce a cap of 250 calories or less val firm AB InBev revealed it would to its entire adult single-serve ice provide full nutritional informa- cream range as part of new health tion on its alcohol products, includ- commitments. ing Stella Artois and Budweiser, The firm said the move will fall both online and on packs. under its Sustainable Living Plan, Diageo added the revamped which it claimed would help ‘mil- DrinkiQ site would include new lions’ of shoppers lead healthier features, such as a ‘What’s In Your lifestyles. Drink’ section providing full in- It follows Unilever’s reformula- gredient information, and a Drinks tion of its children’s ice cream prod- Calculator to help consumers track ucts, which it said now contained their alcohol intake. 110kcals or less. Carolyn Panzer, alcohol in Noel Clarke, executive director society director at Diageo, said: at Unilever, said: “Our products “As people become more and more will still taste as good as ever, but interested in their diet and lifestyle through a process of development choices, we need to play our part. and resizing we will ensure our en- “We know that consumers want tire single-serve ice cream portfolio nutritional information about will contain 250 calories or fewer.” what they drink – just as they do Meanwhile, Diageo has become with the foods they eat; they also the second alcohol company to want a clear and easy way to know announce its intention to give how much alcohol they are drink- shoppers more detailed nutritional ing.” Mr Kipling’s Exceedingly ‘better for you’ cakes Premier Foods is broadening the appeal of its Mr Kipling brand with the launch of its Exceedingly Good Cake range. The new oat and fruit slices con- tain 140 calories per serving and are being targeted at people looking for ‘better for you’ snack products, according to the manufacturer. Holly Bristow, innovation controller at Premier Foods, said Exceedingly Good Cakes are the range would help independents available from this month in two “attract new consumers”, adding flavours – Cranberry & Orange and that 63% of shoppers look out for Dark Chocolate & Coconut – which healthier products during shop- come in ‘snack packs’ of four with ping trips. an RRP of £1.49.

Retail News Bookend Advert Cards [103 x 297] Jan 2016.indd 1 20/01/2016 15:00 Retail Newsagent 29 January 2016 9 Follow RN on twitter @RetailNewsagent for expert advice to help you grow your sales Kepak rolls out massive Flamin Tasty sampling Kepak Convenience Foods is aiming to prove the quality of its microwaveable Rustlers products with the launch of the brand’s big- gest ever sampling campaign. The ‘Flamin Tasty’ scheme will be rolled out in north-east England from next month as part of an initial £350,000 investment, which is set to reach 1.5 million incentive and radio and social shoppers. media ads will encourage consum- The activity will see Rustlers ers to visit their local Rustlers sampled in stores, shopping stockist. centres and student unions, which Kepak said it will roll out the will be backed with money-of scheme to other regions through- coupons being ofered to students out the year, and will support re- and more than 300,000 households. tailers with PoS material and cash In addition, a text message and carry demonstration days.

Nigella has a Typhoo Moment TV chef Nigella Lawson has teamed up with Typhoo for the brand’s latest TV marketing campaign. Ads airing this month will show the celebrity enjoying a cuppa to promote the tea’s latest tagline ‘Typhoo Moments’, which is being supported with a £5m investment including outdoor and social media activity.

Meaty Mix Ups from Walkers Walkers has expanded its Mix Ups Mix Ups range since its launch last snacks range with the launch of a February. Speaking about its latest Meaty flavour this week. product, PepsiCo marketing direc- The new line includes meat- tor Thomas Barkholt said: “Within flavoured Doritos, Monster Munch, the first 11 months of launch, Wotsits and French Fries all mixed Walkers Mix Ups drove 14.4% into a single sharing bag, which penetration to the market, and this comes with an RRP of £1.99. It new addition to the line-up is set to marks the first new addition to the continue driving growth.” 10 29 January 2016 Retail Newsagent

PRODUCTS Easter hot cross bun flavoured Butterkist Butterkist is continuing its latest line of limited edition launches with a new hot cross bun-flavoured-pop- corn variant for Easter. The seasonal snack (RRP £1.49) launches on 15 Febru- ary and will be available in 150g packs featuring a red Global campaign encourages consumers to ‘Taste the Feeling’ and yellow spring-themed design. It follows on from The Coca-Cola Company has unveiled a global marketing campaign that will see its soft drink brands promoted under its lat- Butterkist launching its est tagline ‘Taste the Feeling’. The company said the initiative will mark the latest step in its ‘One Brand’ strategy, which will first yogurt-coated popcorn see it move away from multiple marketing campaigns for its various products. range this month. Anjna Mistry, senior brand manager at But- Packaging overhaul to attract adult shoppers Growing ‘candy’ market worth £1.1bn in UK terkist, said: “Our first-to- the-market limited edition ofers a fantastic opportu- nity for retailers to drive sales as we head into a time Maynards and Bassetts of year when there is strong customer demand for sweet, novelty and seasonal products. form new ‘masterbrand’ by Steven Lambert a new ‘Maynards Bassetts’ available in 130g and 160g revival of nostalgic brands logo and updated graph- bags. such as Maynards and Bas- Mondelez is bringing May- ics being soft launched in Mondelez claimed the UK setts.” Bovril link nards and Bassetts together February. sugar confectionery market Mondelez will grow to form a new ‘masterbrand’ It will also add £1 is currently worth £1.1bn awareness of the Maynards with Dad’s in a bid to bring more adult pricemarked packs to the and is in 1.4% growth, with Bassetts brand with a £4m shoppers back to the con- range to encourage impulse Mondelez controlling an marketing investment, Army film fectionery market. sales through independent 18% share of the market. which will include a TV Unilever has given its The manufacturer will stores. Katie Bashford, senior ad campaign launching in Bovril range a retro mark the move with a In addition, Mondelez brand manager at Mon- April. redesign to tie-in with the packaging overhaul to all is launching Bertie’s Jelly delez, said: “Our research The company added launch of the new Dad’s its existing Maynards and Mix, a combination of jelly shows 65% of candy is it will expand its sweets Army film next month. Bassetts sweets, including sweets in the shape of ob- purchased by adults, range further with new The firm has unveiled Jelly Babies and Liquorice jects such as bow ties, cups and shoppers have told products being launched three limited edition jars Allsorts, which will feature and phone boxes. It will be us they would welcome a later this year. featuring Union Jack designs and messages such as ‘Dig In For Victory’ and ‘Dad’s Army Wants You Walkers latest crisp bags turn into bowls Beefy’. PepsiCo is giving a twist geted at shoppers looking to Cheddar Cheese & Onion, month. He added: “The bag In addition, both Bovril to its Walkers range this share snacks with friends Sticky BBQ Ribs and Sweet and bowl concept, a first and Colman’s will give month with the launch and family. Chilli (RRP £1.99). for the sharing segment, away prizes including a hol- of range of crisp bags that The range will feature a Thomas Barkholt, mar- accompanied by a thicker- iday to Yorkshire, a trip for transform into serving thicker-cut crisp compared keting director at PepsiCo, cut crisp that is set to drive two to Bletchley Park and bowls. to standard Walkers vari- said Tear ‘n’ Share would incremental sales.” Dad’s Army branded shovel The new Tear ‘n’ Share ants and will be available appeal to the 86% of house- PepsiCo will back the spoons and mugs as part of packs are available to retail- in five flavours – Lightly holds that buy sharing launch with TV ads and an online competition. ers now and are being tar- Salted, Salt & Malt Vinegar, snack packs at least once a marketing on social media.

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Butterkist is releasing Walkers new crisp packs The Bovril range gets a retro Hot Cross Bun-flavoured can be used as bowls redesign to tie in with the popcorn for Easter for easier sharing new Dad’s Army film Retail Newsagent 29 January 2016 11 HND HEROES In association with

REGIONAL

Spotlight on counterfeit trade Top Tips A cross-sector approach is need- The latest in a series of raids opportunity for genuine busi- ed to tackle the counterfeit trade in the area reportedly saw po- ness enterprise” and no single Tony Parker in an area branded the knock-of lice and trading standards seize agency can successfully tackle Field partner manager, News UK capital of the UK, a government goods worth £1.5m at 14 shops the problem. body has warned. before Christmas, while a mil- Cllr Nigel Murphy, Manches- Despite a series of high- lion counterfeit cigarettes and ter City Council’s executive profile raids, the black market 70 kilos of fake tobacco with an member for neighbourhoods, remains embedded in the areas estimated value of more than said: “I welcome the govern- CANVASS NEW AREAS 1 T of Cheetham Hill and Strange- £5m were seized in 2014. ment’s recognition of this issue OP TIP ways in north Manchester, ac- The report states “the con- and look forward to our ofcers cording to a report published by centration of counterfeit trade working as part of a wider part- Canvass new areas which do not have the Intellectual Property Ofce. in the area undermines any nership to tackle it.” anyone delivering to them. But make sure you only canvass areas which you can get to easily and that you have Business rate relief on agenda ‘Local shops are vital parts of our communities’ reliable staf to do the rounds. OFFER INCENTIVES 2 T OP TIP NFRN joins new Wales- Employ trustworthy staf and ofer incentives or a bonus scheme to keep good, reliable employees motivated and working hard for you. When looking for focused indies group new paper boys and girls, make sure you by Gurpreet Samrai advertise to parents as well.

Trade associations and politi- cians have joined forces to HIRE ADULTS 3 T launch a group dedicated to de- OP TIP veloping Wales-focused policy to support local shops. If you want to ofer a competitive The Economic Develop- premium service for which you can ment Group for High Streets charge a higher rate, use adults to deliver formed ofcially last week with your rounds as they can deliver more representatives from bodies papers earlier in the morning or at a including the Association of more convenient time for elderly people. Convenience Stores, the NFRN and the Federation of Small relief, improved parking, and David Thomas. Businesses. It aims to audit community-led high street “The message is clear: we existing UK-wide guidance to development plans.” must work to support our small produce Wales-specific policy On the same day, the NFRN shops in Wales,” Ms Finch- and support independents held its first reception at the Saunders said. “Revitalising our through reinvigorating and re- National Assembly for Wales to high streets is one way in which energising high streets. mark the publication of its 2016 we can do this – something I Janet Finch-Saunders AM, as- Agenda for Wales. It outlines the have long campaigned for.” sembly member for Aberconwy federation’s views on policies NFRN chief executive Paul and chair of the cross-party impacting independent retailers Baxter said the aim of the group on small shops, said: including retail crime, business agenda is to “to provide an “Local shops and newsagents rates and town centre policies. insight into the daily challenges are vital parts of our communi- Ms Finch-Saunders AM at- independent retailers face” and ties, often providing essential tended the reception alongside that “by focusing our engage- services to many, especially in NFRN representatives including ment at a more local level we our rural towns and villages. It national president Ralph Patel, can start to build up and im- is essential that we work to sup- South Wales district president prove the relationship between port such businesses, through Matthew Clark, and Mersey Dee independent retailers and the policies such as business rate & North Wales district president Welsh Assembly”. A profitable Xmas for Scottish indies Retailers north of the border total Scottish sales were up by Premier Mo’s Convenience Store enjoyed their best perfor- 1.8% in December, with food in Blantyre, Glasgow. “The mance for two years during the sales up by 1.1% on the previ- diference is consumers are Christmas period, according to ous year – the best figures since looking to buy what they need, figures from the Scottish Retail November 2013. rather than in bulk. Customers Consortium. “We had an 18% increase over are going to small shops rather CONTACT NEWS UK FOR MORE INFORMATION After adjustment for inflation, Christmas,” said Mo Razzaq, of than big ones.” 12 29 January 2016 Retail Newsagent Follow RN f on Facebook facebook.com/retailnewsagent REGIONAL to have your say on the latest news

One Stop Tory councillor backs bus battle steps in for Conservative councillor Mat- thew Evans visited Jon Powell, flood-hit of The Kiosk in Newport, to lend his support to a cam- retailers paign to bring back buses to One Stop pulled out all the the city’s high street. Since stops to help its stores in the route has been changed, flood-ravaged areas of the buses now bypass more than country over Christmas, 120 independent traders, with staf and contractors which has forced Mr Powell to pooling resources to help close on Sundays because of a out. dramatic drop in trade. The MP The clean-up operation for showed his support alongside the two stores in Cocker- customers and bus users at a mouth, Cumbria, and Heb- makeshift photo booth now den Bridge, West Yorkshire, operational from Mr Powell’s included refurbishments. shop. “Hundreds have been As well as helping out photographed and joined the the two stores and fellow campaign,” said Mr Powell. employees whose own homes had been damaged by the floods, the helpers also looked after their own Wholesaler ‘has improved’ after teething problems ‘It’s a lot better now than it was’ stores. A One Stop area manager said: “I just wanted to per- sonally thank the team that Menzies super-hub praised went to Cumbria with the amazing hampers. “I have been inundated with calls and messages as service ‘turns the corner’ all day from the team and I can honestly say they are as by Tim Murray the NFRN. has really tried to get we had a terrible service. overwhelmed as I am.” While retailers admitted things sorted and it is a But Menzies has addressed Menzies has “turned the there was still work to be lot better now than it was. the problems and it’s really corner” according to York- done, most, including del- There’s a feeling that it has improved.” RN READER POLL shire retailers who say the egates at a Yorkshire NFRN turned the corner.” Problems retailers service out of its Wakefield district council meeting Meanwhile, Andrew were experiencing took Between super hub has improved. last week concurred. Taylor, of Taylors Value and in almost every aspect of £200-£300 Many retailers were up Brian Moses, of The Convenience in Hull, said: the service, from late and No - I just 13% use one in arms when Menzies Bookstall in Harrogate, “The problems started in non-existent deliveries, not wholesaler shifted its major opera- said: “The first two months about May, but they have enough or the wrong maga- 29% £300 plus tions in the area to the new were horrendous. We had massively improved this zines and a lack of staf. 29% centralised super hub last all sorts of problems. I sell year, especially from Octo- “I’m sure there are still Between £100-£200 summer. However, at the a lot of international titles ber and November, which isolated issues, but those 29% end of and some we didn’t have was when the problems are operational ones,” Mr last year Menzies said it for five or six weeks after it really peaked. Taylor added. was committed to improv- changed. “There was a three l Find out what happened Do you make ing “teething problems” “It’s still not perfect, but month period when there when RN visited Wakefield, a saving by following a meeting with it has improved. Menzies were massive problems and next week. shopping around between wholesalers? Indie convenience continues its growth NEXT WEEK’S QUESTION The independent conve- the opportunities are there ket rate in other regions. perts’ opinions. Will My Local’s plans to nience sector continued for independent businesses, It adds that while there Barry Frost, of Com- tailor news and magazines to grow in 2015 with more the report Business Outlook was a 3.4% rise in indepen- mercial Plus, said: “There ranges to individual stores unafliated operators 2016, from Christie & Co dent convenience stores in have been some really good help increase standards in acquiring sites, according states. 2015, this year may not boast opportunities for the right other convenience stores? to figures from a property However, the report also the same growth as factors retailers, for savvy ones who expert. notes that prices in London such as the National Living have taken advantage and Have your With the supermarkets and the south east continue Wage could hamper further opened up second or third vote now shifting their c-store strat- to rocket, with rents for con- expansion for independents. stores. Go to betterretailing. egy, efectively ending the venience store retail outlet The report’s findings in “There’s still a lot of room com/retail-newsagent gold rush from the big four properties in the capital the retail sector chimed for independently-run con- to the convenience sector, more than double the mar- with other property ex- venience stores.” Retail Newsagent 29 January 2016 13 YOUR NFRN DISTRICT COUNCIL REPORT REGION YORKSHIRE 19.01.2016 John Dean reports from the NFRN Yorkshire district council meeting

Menzies ‘showing He assured delegates a private investigator. that the NFRN was doing He said the aim of the improvement’ plenty of work on behalf federation’s inquiry was In the wake of a spike in of its members. to locate the source of the problems with Men- Leeds member Martyn cheap magazines. zies’ Wakefield depot in Brown also acknowl- the Yorkshire district edged retailers’ frustra- Falling branches? late last year, retailers tions with publishers, Paul Baxter told mem- expressed mixed but added: “We have to bers that proposed opinions work with them. Unfor- changes to the fed- about the tunately, that is life at eration’s structure could wholesaler’s the minute.” allow some districts service to to abandon the idea of Andrew retailers. NFRN to probe branches. Taylor District market mags Mr Baxter said there president Yorkshire members have made a donation was support for the Andrew Taylor said to help businesses hit by recent floods NFRN chief execu- introduction of more service had been steadily tive Paul Baxter told flexible rules to replace improving after retailers He said that on some members the federation those that had governed had sufered issues with occasions the newspaper was investigating branches for years. allocation, delivery times had not arrived until the the problem He said: “These propos- and returns out of the following day and that of cheap als are the first step. depot. one member had left the magazines We do not want a revolu- Improvements federation because he being sold tion. We want branches, achieved proved the did not feel it was doing on market Paul members and districts value of the federation’s enough to challenge the stalls which Baxter to be able to take change meetings with Menzies situation. We are undercut forward at their own to discuss newsagents’ Stuart Reddish said making newsagents’ sales. pace. concerns, he added. that while he under- The assurance came “We are not saying Chesterfield member stood these frustrations, progress. as the Yorkshire district this is a one-size-fits-all.” Stuart Reddish agreed members were limited in was one of a number of National president that Menzies seemed to what action I think we areas that had expressed Ralph Patel added: “This be improving its service they could are over the concerns about the change will be for the and York member James take in pro- practice to the NFRN in better but we will not Wilkinson said: “We test, partly worst recent months. force anyone to change.” are making progress. I Stuart because Mr Baxter said work Geof Canadine said think we are over the Reddish boycotting Stuart Reddish was underway to find out that dwindling at- worst.” specific Retailer, Chesterfield, more about the sale of tendance at branch However, Rotherham titles might damage on Menzies the publications and that meetings in some areas member Geof Canadine their own business. the NFRN was talking to meant the proposals said that members in his made sense. He said: “I area continued to report Your say welcome this. It is long poor service, including overdue.” late deliveries and incor- Have you ever reported a business crime to the police, or would you if rect orders. Fed’s flood aid He said: “We are still your business was targeted? District president having problems with The problem If it was When we Andrew Taylor said the Menzies’ service and we is cutbacks a serious had an winter floods had hit are getting tired of it. to the po- crime, using armed some homes and busi- The same old problems lice. When violence or robbery nesses hard in parts of keep cropping up.” I reported an incident intimidation, you would at our shop the police north and west Yorkshire of nuisance crime at report it to the police, responded well. Since and the NFRN was among Frustration over 4.30am, there was just but I wouldn’t report then, whenever we organisations that had one police ofcer to something like shoplift- have had an incident at been helping them. Newsquest titles cover 10 square miles so ing, as you wouldn’t get the business they have The meeting agreed to James Wilkinson said they couldn’t really deal a response. The only responded, as you would donate £1,000 out of dis- that erratic deliveries with it. But I would re- thing you could do is hope and expect they trict funds to be divided of Newsquest titles in port it again if needed. ban the shoplifter. would. between two traders who the area coupled with James Wilkinson Andrew Taylor Gordon Bird had been particularly deteriorating margins Pybus Newsagents, Taylor Premier, Mellors Newsagents, badly-hit. Branches have for retailers were causing Boroughbridge Hull Cudworth also been making dona- problems for members. tions. 14 29 January 2016 Retail Newsagent

YOUR NFRN DISTRICT COUNCIL REPORT WESTERN, REGION DEVON & CORNWALL 20.01.2016 Nick Constable reports from the joint Devon & Cornwall and Western district council meeting

Amalgamation Mr Monelle said the the North Devon Journal magazines could only be rep and Smiths News plans praised coming from two sources blamed each other,” he In a wide-ranging – waste copies held by said. speech, NFRN chief wholesalers or And North Cornwall executive Paul Baxter over-runs from newsagent Dan Cock praised the Western print works. reported a similar and Devon & Cornwall Devon problem with the districts’ advanced plans member Dun- Cornish Guard- for amalgamation and can Finlayson Duncan ian and to retain just one branch said the first Finlayson Western each and pledged: “You’ll four issues of Morning have whatever you need adult colouring maga- News. to get this to work. zine Just Colour were on He said: Dan “We’ll throw every- sale at a local market. “Our al- Cock thing at it. I want to be “Yet Smiths has only location of standing up at annual been able to supply us the these titles was slashed conference to say: ‘Told first issue,” he said. without explanation. If you – look at the impact Paul Baxter told the district the NFRN it’s purely down to the this has had’.” annual conference will seek to give the Locals fail over bank holiday it is unac- Mr Baxter said he federation ‘a more political voice’ ceptable.” believed all districts bank holidays would eventually follow president Ray Monelle Newsagents in Devon Conference to suit, ultimately replacing said the practice had and Cornwall sufered a historic and unwieldy become “big business huge shortfalls in get a new look 189-strong branch net- on some market stalls” their allocation of local This year’s annual work. and the federation newspapers over Christ- conference will seek to A more flexible had resolved mas. give the NFRN a more structure would allow to investigate Torrington retailer Roy powerful political voice, meetings to be held the prob- We’re going Crawford said his HND Paul Baxter told the around social or trade lem. But he supply of North Devon meeting. events, encouraging warned: “This to change Journals – normally The existing approach new blood and giving Ray is not illegal. It conference around 600 copies – was of voting on motions district representatives Monelle has also proved cut by 100 for two suc- meant discussions full democratic control of very difcult slightly cessive weeks during the often centred on issues the federation’s national for the private detective to Paul Baxter festive period. that were out-of-date or executive committee. establish what’s going on.” NFRN chief executive “When we chased this, already policy, Mr Baxter Mr Baxter said: “The said, and the federation members own this Your say was therefore working organisation, but we to improve the format of need to make sure they the event. understand that, use it Have you seen a change in newspaper buyers’ shopping habits He said: “We’re going and participate in it. since the Express and Star cut their cover prices? to change conference “There are certain slightly. We still have to people who ultimately find a way for people to will have to let go of the We asked HND Customers We’ve been say their piece on issues power they’re clinging customers are not as really encour- that are important to the on to. It’s the member- to consider brand-loyal aged by the membership. ship we need to serve – changing to an as they used support from “But maybe we can not the ofcials.” alternative daily paper and to be. The reduced price customers over this. When start using conference that’s mostly what has hap- does catch the eye and the we’ve explained that our as a debating centre to Private eye to pened. The Mail was the Star is selling more. But pay has been cut by the talk about big issues – obvious choice. We now I’ve noticed no change in Express at least 15 regulars like retail crime or illicit investigate mags also purposefully take the Express sales – if anything, have taken a decision to tobacco – and create a A private detective has Saturday Express off sale they are declining as switch their daily paper. platform for our political been hired by the NFRN by midday – that’s encour- readers get fed up with They understand we need agenda. to establish how future aged people to switch on front-page weather to make a living. “Conference must issues of magazines week days. stories. still be relevant, but are going on sale before Andrea Monelle Dan Cock Duncan Finlayson less about our internal wholesalers distribute Orchard News, Premier Whitstone Village The Paper Shop wranglings and more our them. Weston-super-Mare Stores, Bude Honiton message to the outside National deputy vice world.” Retail Newsagent 29 January 2016 15

[email protected] 020 7689 0600 @RetailNewsagent YOUR ISSUE TILL PROBLEMS DON’T ADD UP SAYS STUART Anyone who’s been in retail for problems – carrying parts for a any length of time will be used diferent type of machine. to service providers chang- Mr Swift says: “The engineer ing hands, being bought out or turned up with no warning, renaming after takeovers. holding a till monitor that was So when Stuart Swift saw his totally incompatible with my maintenance contract covering system, and he then had to drive software and hardware in his 12 miles to pick another one up. store had changed from Micros He was very helpful and it wasn’t to Oracle, he thought nothing his fault he was given the wrong of it. equipment as the information he It was only when one of the had been given about my system two tills in his shop, SJS News in bore no resemblance to what I Felixstowe, Sufolk, began play- actually had.” ing up that he tried to call Oracle Eventually, the problem was and realised the transition hadn’t fixed, but, as Mr Swift noted, the been as smooth as he’d hoped. new maintenance contract has “I’d had an email from Oracle hardly got of to a good start. Des Barr was pleased Menzies’ deliveries and signed all the necessary “I can’t aford to be without were not affected by severe winter weather documents,” he says. “I called the both tills, so to go 48 hours not number I’d always rung, there knowing what’s going on is not was no answer, so I called the really good enough. CREDIT WHERE IT’S DUE number on the bottom of the “I’m a CTN with 50 delivery At a time when Menzies has Despite this, my Menzies’ email. They asked for a unique rounds (1,000 customers) so soft- received continued complaints deliveries remained on time code I should have been given ware and hardware maintenance about its service, it’s important throughout. I recognise the and they had no idea who I was.” cover is essential, and at £1,400 to give credit where credit’s due. work and efort that’s gone into Over the next 48 hours Mr a year I think we all deserve a In Scotland we’ve experienced making deadlines under difcult Swift spoke to Oracle staf as far much better service and cer- appalling weather, from floods conditions and feel it’s impor- afield as Germany, India and Ro- tainly better customer care.” around Christmas to snow from tant to recognise this. Des Barr mania, to try to book an engineer Oracle did not respond to RN’s mid-January. Sinclair Barr, Paisley to visit him in Sufolk. request for a comment. “It was like globetrotting,” So far I’ve heard nothing. he says. “I felt like I was being Tim Murray Wall of silence Mukesh Patel fobbed of.” [email protected] MR Patel, Lewisham An engineer arrived two days 020 7689 3386 over Menzies Menzies did not respond to RN’s after he first tried to report his @GurpreetS_RN tote box credit request for a reply to this letter. I was wrongly charged for a tote Subs offer ‘another box in November last year and, despite an email exchange with nail in our coffin’ Menzies, I have not received a I am disgusted and livid that credit for the error. the weekly Jewish Chronicle, Menzies’ head ofce has sent selling at £1.90, is ofering a emails to the depot with instruc- three-month trial ofer direct to tions to credit me. its customers and is bypassing And an email was sent to retailers again. Menzies’ head ofce through the We have already lost quite a “contact us” form on its website few customers during its previ- last week. ous campaigns. To add salt to the When I submitted it, a message wound, the flyer was inserted in was displayed saying I would today’s copies which I unwittingly receive acknowledgement, but I delivered to my customers, thus am still waiting. I then phoned adding another nail in the cofn head ofce and was passed on to in our declining trade. customer services. The JC has a total disregard for The person I spoke to there said us hardworking newsagents and they would contact the branch refuses to work with us. and call me back. Kamal Thaker Having heard nothing again I Stop Shop News Edgware rang once more but no one was available. I was told to leave a The Jewish Chronicle did not Stuart Swift had a frustrating 48 hours trying message and again someone said respond to RN’s request for a to get a fault on one of his tills rectified they would ring me back. reply to this letter. 16 29 January 2016 Retail Newsagent Do you want to see your views in RN? [email protected] OPINION 020 7689 3350 Your say YOUR SAY Would you push wholesalers and manufacturers for better prices to help you offset the cost of the National Living Wage? Vip Measuria The Prior Way,

RETAIL NEWSAGENT Derby NEWS ● CONVENIENCE ● PROFIT I have a Family Shopper and a 11 Angel Gate, City Road, London EC1V 2SD One Stop, so I have two heads Tel 020 7689 0600 on when it comes to the Living email [email protected] Wage. Booker supply the for- Annual Subscription mer store and, as wholesalers, UK 1 year £144 Europe £289 2 years £227 Rest of world £339 I would push them on better 3 years £319 deals. On the other hand, One To subscribe contact 01737 457236 Stop understand the challeng- es around the Living Wage as Editor Director of Sales they run their own stores as Chris Gamm Mike Baillie 020 7689 3378 020 7689 3367 well as ofering franchises. Associate Editor Account Managers At the end of the day, we are Better prices from wholesalers could going to have to work smarter Chris Rolfe Liz Dale help retailers improve gross margins 020 7689 3362 020 7689 3363 and buy smarter, so it would News Editor Will Hoad be silly not to ask wholesalers Gurpreet Samrai 020 7689 3370 to be more competitive. time and money, but if I know one my supplier. The problem is that 020 7689 3386 News body Dwain Nicely has a better price on bulk items I while my costs are increasing, so Reporter 020 7689 3372 Letters name, Bay Bashir will ask my wholesaler to match are theirs. The question we should Steven Lambert Sales Executive Lifestyle Express/ 020 7689 3357 letters address it. Nine times out of 10 they do. be asking is how can we help (classified) Bellevue Convenience, Aiden Gilbert Features Editor Middlesbrough I’ve got a good relationship with each other on this journey? I am Tom Gockelen-Kozlowski 020 7689 3366 them and they value me as a largely tied into One Stop so I don’t 020 7689 3361 Audience Development The Living Wage can’t be ofset customer. cherry pick. However, more and Features Writer by one solution, but rather a com- more retailers are cherry picking Nadia Alexandrou Executive Dee Sedani 020 7689 3350 Chris Chandler bination of things. Better prices and I think the idea of some buy- 020 7689 3382 at wholesale is one aspect. I tend One Stop, ing from multiples is disgusting. Head of Production Etwall Village Darren Rackham Marketing Manager not to cherry pick from diferent No one has the answer yet, but we 020 7689 3373 Tom Mulready 020 7689 3352 wholesalers because that costs I have had that conversation with need to start finding solutions. Production Coordinator Marketing Assistant YourEmma Langschied stock Tom Thorn 020 7689 3380 020 7689 3384 YOUR STOCK How are you preparing for the Managing Director Nick Shanagher second phase of the Tobacco Products Directive 07966 530 001 when small packets and flavoured cigarettes will be phased out? Email fi[email protected] If you do not receive your copy of RN Graham Doubleday small village, but I wouldn’t like to please contact Chris Chandler on 020 7689 3382 or Newsmarket, be in an inner city store when sud- email [email protected] Ashton-under-Lyme denly someone has to pay more Printed by Southernprint, Poole, I’m not going to do anything for a larger pack. I think the best on 80gsm Galerie Fine Gloss paper Distributor Seymour Distribution, until it happens. What can I do? thing retailers can do at the mo- 2 East Poultry Avenue, London, EC1A 9PT I think the whole thing is a joke. ment is communicate the upcom- Audit Bureau of Circulations Since the introduction of gantries ing change to their customers. July 2014 to June 2015 average net my cigarette sales have gone up, circulation per issue 14,539 the only diference is that people Kamal Thaker Stop Shop News, Winner of the 2009 ACE gold award for are going for cheaper options. Middlesex circulation excellence by a smaller magazine Phasing out of smaller packs will make a diference, I am sure, but I’m not doing much to prepare until it happens I’m not going because I predict a flurry of

Retail Newsagent is published by Newtrade Publishing Limited, which to predict the impact. It will be activity around when the is wholly owned by NFRN Holdings Ltd, which is wholly owned by the interesting, though. directive actually comes into Benefits Fund of the National Federation of Retail Newsagents. Retail Newsagent is editorially independent of the NFRN and opinions, force. However, I do worry in comments and reviews included are not necessarily those of the John Vine terms of sales. For example, Federation and no warranty for goods or services described is implied. Newsworld, Reproduction or transmission in part or whole of any item from with smaller tobacco pouches Church Stretton Retail Newsagent may only be undertaken with the prior written agreement of the Editor. being phased out, the outlay Contributions are welcomed and are included in I have been telling customers for for a 30g bag could be as much part or whole at the sole discretion of the Editor. six months that these products as £25. My prediction is that the Newtrade Publishing accepts no responsibility for submitted material. Every possible care is are going to be of the market. It’s illicit trade will soar and that’s taken to ensure the accuracy of information. not retailers that need to prepare. something that retailers need to It’s customers. Most of them worry about. It needs to be ad- For trade use only look really shocked. I operate in a dressed. 18 29 January 2016 Retail Newsagent

Tom Gockelen-Kozlowski [email protected] 020 7689 3361 @tomGK_RN Innovative Bites Want to stock products that will give better margins, help you stand out and excite your customers? Innovative Bits founder and CEO Vishal Madhu says he’s got just what you need

RETAIL NEWSAGENT Tell us about VM Independents are a big market for Innovative Bites. us. What I think independents need VISHAL MADHU We specialise in to remember is that yes, Tesco might is confectionery – which takes up importing American foods from be selling Lucky Charms at a cheaper around 42% of the whole American the USA into Europe. Many of the price, but they see this as only one foods category. Then you’ve got products that we source are brought product within the millions that breakfast products, soft drinks to the UK by us under exclusive they stock. Because of the complexity and finally grocery. The biggest arrangements with those brands, of its operations, however, Tesco confectionery brand is Reece’s and including the likes of Hostess, which cannot respond to changing trends then it’s more sugar confectionery makes Twinkies. We invest in and different innovations. We’re One major and products such as Cookie Dough many of the brands to ensure that supplying about 600 independent Bites, which are big sellers. their packaging is able to meet EU stores and they’re turning over, on retailer that In cereal, Lucky Charms was specifications. average, £1,100 of our products per we supply did always the top seller in the market, week. but we felt that we needed a RN How big an opportunity is American some research value offering and have brought produce for retailers? RN Do these products come with and told us Marshmallow Mateys to the UK. VM One major retailer that we supply increased margins too? This brand is part of a billion-dollar did some research and told us they VM While the average margin in the they think the company in the US and is judged to be think the American foods market convenience trade is around 25-30%, American foods the same taste and quality as Lucky overall is in growth of 18-20%. We our American products – even if you Charms when we’ve done blind have worked with retailers including were to compete with Tesco on price market overall taste tests. Whereas Lucky Charms Amazon, Ocado, Tesco, Asda and even – offer margins of around 40%. But to is in growth of sells for anywhere between £5 and the discounters. In convenience, take full advantage of this retailers £7, Marshmallow Mateys retails at we’ve worked with the Co-op and need to stock a full range of products. 18-20% £3 – which is more in line with UK Spar too. cereals. RN What does this look like? RN Why are American products so VM The first thing to get into place RN How do you support retailers popular in the UK? entering this market for the first time? VM If you look at the American market VM We have a display that we’ve they’re very good at innovation. developed for retailers. With cereals While our innovation is concentrated at the top, alongside a few other on health benefits, their products Company CV products such as Twinkies, there’s – such as Fruit Loops cereal, for ** then savoury snacks, confectionery **Company Innovative Bites example – are bright, vibrant and CEO & founder Vishal Madhu and a range of soft drinks there too. excite kids in the morning. These Profile Since founding the company eight years ago Vishal Madhu We can go to independents and products are great as impulse has turned Innovative Bites into a business with a turnover of say, if you follow this, the amount of purchases because people want £25m per year. Supplying retailers from Asda to Selfridges – money that it will earn you is higher something different. plus 600 independents – the company has exclusive deals with per square foot than having Hovis some of the biggest American food brands. or Kellogg’s on your shelf. We have RN With larger stores involved PoS that we supply which we can too, is this still an opportunity for personalise and send out at no extra independent retailers? ** ** charge. Retail Newsagent 29 January 2016 19

email [email protected] tel 020 7689 0600 fax 020 7689 0700

With Valentine’s Day just around the corner and Easter chasing hot on its heels, which products offer the best sales potential to independent retailers and what should a good range include? John Eastwood takes a look at last year’s sales figures to find out Get your spring range right

here are now just 16 days to go until Valentine’s Day, the Seasonal bestsellers: Sales patterns in independent stores first big seasonal sales event of 2016, with Easter follow- Volume Changes between T AugustWeekly and October % of 2015 total Weekly % of 2015 total ing just six weeks later. So for this month's column, I have examined 3.0% 60% the past two years' EPoS data from 50% independent stores across the UK for 2.5% both events to identify sales drivers and trends worth watching out for in 40% the next two months. 2.0% Of the two events, Valentine’s Day 30% is by far the easier one for indepen- dent retailers to plan for, and the data 1.5% 20% reveals three product categories that Easter eggs Champagne Small eggs store owners should focus on. 1.0% Greetings cards had their highest Sparkling 10% Easter novelties sales of 2015 in the seven days before Valentine's Day, when more than 3% 0% 0% of cards were sold. Unfortunately,

volumes sales were 8% lower in 2015 9/5/15 7/2/15 7/3/15 4/4/15 2/5/15 6/6/15 4/7/15 1/8/15 5/9/15 2/1/16 17/1/15 7/11/15 7/11/15 than in 2014 and value sales were 10% 31/1/15 14/2/15 28/2/15 14/3/15 28/3/15 11/4/15 25/4/15 10/1/15 3/10/15 lower, but this was true of card sales in independents throughout the year. Cadbury Milk Tray 400g. as a surprise that sales of Likewise, champagne and Easter, on the other traditional Easter eggs in 3% other sparkling wines such as cava hand, is much less pre- of greetings local stores were much achieved a spike in sales during this dictable and is therefore cards are sold in higher in 2015 compared period. The distinction between these harder for local stores to Valentine's with 2014. two drinks is important, since cham- plan for, not least because week Several products were pagne accounted for an average 18% of of the ever-changing date available at very competitive sparkling wine sales by value across on which it falls. prices, which clearly had a posi- the year, whereas in Valentine’s week Champagne It was recently reported that tive impact on sales. Notable among this rose to 22%. sales during the Archbishop of Canterbury has these were the Mars 141g Medium Champagne sales during the week proposed that the timing of Easter Egg, the 127g Maltesers Medium Egg around Valentine’s Day last year the week Sunday should be standardised to fall and the 135g M&Ms Medium Egg, were 4% higher in value than in 2014, at roughly the same date every year, which all retailed at below £2.90. which is largely due to the fact that around and this would certainly help conve- This was in contrast to sales of many prices were over 20% higher, averag- Valentine’s nience retailers and suppliers plan for novelty confectionery lines, such as ing £28.91 per bottle. this important sales opportunity. bunnies, which were well down on Unsurprisingly, volume sales were Day last Whenever it falls, Easter is always the previous year. therefore lower, but that might also largely about confectionery, but the A large variety of products are have been because the number of year were choice of what to stock is less clear available for independent retailers to licensed shops selling cham- 4% higher cut. promote and sell for both Valentine’s pagne fell from 12% to 10%. Small eggs have the lengthiest Day and Easter this year, most of Boxed chocolates are in value sales period, with the likes of Creme which have the advantage of being the third Valentine’s Egg, Galaxy Caramel and Smarties suitable for sale all year round too. Day essential. In 2015, £28.91 than in available to sell the minute Christ- Independents must combine their value sales of these The average price mas is over, but understandably sales ingenuity with their long-standing were almost 10 times of champagne during 2014 are at their highest in the weeks knowledge to profit from the most higher than cham- Valentine's approaching Easter. predicable and unexpected sales op- pagne, with top sellers 2015 However, while these are the first portunities. ● including Dairy Box 720g, products independents are recom- Lindor Milk Cornet 200g and mended to focus on, it might come John Eastwood is a data analyst for EDFM 20 29 January 2016 Retail Newsagent PRICEWATCH ALES ALES PRICES AROUND THE UK PRODUCT RRP AVERAGE RETAILER RETAILER RETAILER RETAILER RETAILER Pricing strategies

1 2 3 4 5 John Smith’s Extra Smooth 4-Pack £4.39 £4.39 £4.49 – £4.39 £4.39 £4.99 RETAILER 440ml (PM) (PM) (PM) Guinness Draught £4.89 £1.41 £4.89 £4.89 £4.89 – £4.89 1 440ml NAME BOB SYKES (PM - 4pk)(PM - 4pk) (PM - 4pk) (PM - 4pk) STORE Denmore Premier Food Newcastle Store Brown Ale £2.29 £2.15 £2.39 – £2.29 – £2.49 LOCATION Rhyl, Denbighshire 550ml (3 for £5) (3 for £5) (3 for £5) SIZE 1,000sq ft TYPE town centre Hobgoblin Strong Dark Ale 505% £2.09 £2.10 £2.39 – £2.29 £2.09 £2.29 I buy pricemarked bottles 500ml (3 for £5) (3 for £5)(3 for £5) (3 for £5) where I can, and run a lot of ‘2 for x’ promotions across ales Old Speckled Hen £2.39 £2.37 £2.39 – £2.39 £2.09 £2.49 in particular. This encourages 500ml (3 for £5) (3 for £5)(3 for £5) (3 for £5) people to try new brands and buy more than they intended. Bishops Finger I will sell ales which are not Ale £2.29 £2.21 £2.39 – £2.39 £2.09 £2.29 (3 for £5) (3 for £5)(3 for £5) (3 for £5) pricemarked at £2.39 to give 500ml my customers consistency, and Sharps Doom Bar it also allows them to make Amber Ale £2.49 £2.39 £2.39 – £2.39 £2.09 – purchasing decisions through 500ml (3 for £5) (3 for £5) (3 for £5) brands and types rather than Fullers London just price. I don’t sell single Pride Bitter £2.49 £2.48 £2.39 – £2.39 £2.09 £2.49 cans of beer because this tends 500ml (3 for £5) (3 for £5)(3 for £5) (3 for £5) to attract the wrong type of customer. I buy my whole Spitfire £2.29 £2.16 range from Booker, which Premium Ale £2.39 – £2.39 £2.09 £2.49 500ml tends to run good deals on this category. Abbot Ale £2.39 £2.27 £2.39 – – £2.09 £2.49 500ml (3 for £5) (3 for £5) (3 for £5) Marstons Pedigree Bitter £2.19 £2.12 £2.39 – £2.19 £2.09 £2.49 500ml (3 for £5) (3 for £5)(3 for £5) (3 for £5) RETAILER Tanglefoot Premium Strong Ale £1.99 £2.19 £2.39 – £2.19 £2.09 £2.49 500ml 2 (3 for £5) (3 for £5)(3 for £5) (3 for £5) NAME PAUL MATHER STORE Sherston Post Office LOCATION Malmesbury, Wiltshire SIZE 2,000sq ft GUINNESS DRAUGHT 440ml Price distribution % TYPE village We’ve delisted a lot of the 25% 65% of independents bigger name ales and beers in sell this product at or recent months. Instead, we’ve below the £1.41 RRP been stocking and sourcing 20% craft beers and ales from local breweries. It’s going very well for us. We have 15% about 10 diferent brewer- ies within a 10 or 15-mile radius. Each has its own 10% price, either £1.99, £2.29 or £2.59, and we make our normal margin of 25% 5% on them. We have two in particular two or three miles away which virtually 0% sell themselves. We don’t do promotions, but in December

£1.15 £1.17 £1.19 £1.20 £1.32 £1.35 £1.39 £1.45 £1.55 £1.59 £1.29 £1.30 £1.40 £1.49 £1.50 £1.65 £1.68 -£1.15 we did gift boxes, with three +£1.68 diferent ales in them. They Average selling prices and best-selling products rankings are sourced by EDFM Ltd from EPoS data from over 3,500 independent retailers throughout the UK. The prices given sold really well. on this page are the prices at point of purchase. RRPs are sourced from Booker and are correct at time of going to print. Retail Newsagent 29 January 2016 21

Nadia Alexandrou [email protected] 020 7689 3350

RETAILER RETAILER 3 4 THE NAME BALVIR SINGH ATWAL NAME ANDY PALMER STORE Atwal News STORE Yorkley Village Post Office ENTREPRENEURS LOCATION Hatton, Derbyshire LOCATION Lydney, Gloucestershire SIZE 800sq ft SIZE 1,000sq ft The world’s best business brains and TYPE village TYPE village what you can learn from them I sell most of my ales and stouts I focus my range on bottled pricemarked or on ofer, be- ales, and I round the price up cause my customers always ex- or down to £2.09. This not only pect good deals in this category. gives consistency to my cus- I was selling a 10- pack of Guin- tomers, but also helps me more ness pricemarked at £10, for than make up for lost margins example, which was incredibly on the ones which I round popular. The market for bottled down. I only buy cases when ales has grown in the past year they are on promotion, which – driven mostly by customers is most often a case of eight for aged over 40 – though I don’t £8.99. Hobgoblin and Doom think they’ll ever catch up with Bar are my best-selling brands, lager, which is mostly bought although any brands included by younger people. I don’t sell in my three for £5 deal sell super-strength beers because quite well. I dedicate around I’m in a fairly afuent area and five feet for ales and stouts in people tend to not be looking the chiller. for a strong ABV. THE BEATLES Route to the top output. Other ventures such as Apple Electronics and Not just happy to be the the Apple Boutique became most influential and suc- costly misadventures for the cessful pop band in history, company, but for nearly 50 in 1968 the four members years Apple Corp’s success of the Beatles founded has been in protecting the Apple Corps, home to Apple bands legacy. Records, Apple Retail, Apple Films and Apple Publish- RETAILER ing among others. “We find Key achievements ourselves in business,” Paul l Publishing and releasing 5 McCartney told a journal- some of the most loved and NAME VIP PANCHMATIA ist when the company was critically-respected music of STORE Mace announced. In reality the the 20th century. LOCATION Stroud company’s recording studio l Maintaining the Beatles’ Gloucestershire would go on to see the likes legacy by aggressively SIZE 2,000 of Marc Bolan, Harry Nils- clamping down on any TYPE village son and the Beatles’ own unauthorised use of their The ales and stouts side of the George Harrison record music. business has really improved in there, while Apple Publish- l Funding and distributing recent months, and a lot of peo- ing would be behind huge a range of music, films and ple are trying out new flavours. hits for other artists such even electronics that would We try and keep up with new as Harry Nilsson’s Without otherwise have struggled to lines, new ofers and what else You alongside the Beatles’ find funding. is going on in the market. You have to keep an eye on it and be able to respond. We stock a Lessons for your store section of ales that are on ofer, 1 Protect your ideas – you might not and all come under a three for have a classic album but if you’ve got £5 deal. We have a good selec- a great idea or niche, make sure you tion on ofer, anywhere from keep it protected. 12 to 15 or more. We sell single 2 Try things out – for every misstep, bottles at prices ranging from Apple Corps found a great success. around £2.19 to £2.59, but it’s 3 Know where you stand – one of the the three for £5 ofer that really biggest challenges for Apple Corps works for us. came when the band split up because it took a lot of discussions (and arguments) to work out who got what. We are Thank you for your business in 2015 proud to serve you in the year John Sarah Tariq Alan Steve John Colin Steven Brian Damian Adrian Ian Muzaffer Adam Simon Frank Mark Charles Aberdeen Aberystwyth Acton Aldershot Ardwick Avonmouth Ayr Barnsley Barnstaple Barrow Basingstoke Bath Beckton Bedford Birkenhead Blackburn Blackpool (BW) ahead

Ryan Darren John Dave Valerie Bill Clayton David Simon Brian Tom Barry John Robert John Joe Gary Guy Blackpool (SG) Boston Bournemouth Bradford Bridgend Brighton Bristol Broadstairs Burnley Burton-On-Trent Byfleet Cambridge Canterbury Cardiff (Leckwith) Cardiff (West Avenue) Carlisle Carmarthen Thank You

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Mark Paul Sandy Alex Adam Dave Spencer Mark Chris Paul Neil Peter Chris Worthing Wrexham Wrexham CTM Yeovil York Preston Queensferry Rayleigh Reading Sheffield Stoke Teesside Washington www.makro.co.uk

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Lee Mick Mark Andy Martyn Dave Mike Mike Ian Mark Andy Antony Robin Avril Rob Peter Susan Weston-Super-Mare Weymouth Wimbledon Wolverhampton Wolverhampton Worcester Workington Fareham Hull Ipswich Leeds Leicester Liverpool Manchester Norwich Park Royal Poole

Mark Paul Sandy Alex Adam Dave Spencer Mark Chris Paul Neil Peter Chris Worthing Wrexham Wrexham CTM Yeovil York Preston Queensferry Rayleigh Reading Sheffield Stoke Teesside Washington www.makro.co.uk

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avid Worsfold can legitimately store relating to Cobham’s past, including claim to know every inch of the engine from a Hawker Hurricane plane Farrants Newsagents, having which crashed nearby during World War II. D spent most of his early years living “I wanted shoppers to feel like it was their above the shop his father used to run. store and somewhere they could use as a But even if this hadn’t been the case, social hub, and not be processed like they In his David’s keen eye for detail means he would would be in Sainsbury’s.” probably still be able to tell you about every Farrants ofcially reopened on 7 square inch of the 3,000sq ft business he November and, since then, David said the now owns in the afuent village of Cobham store has “doubled in profitability” thanks to in Surrey. a number of new features. It is part of the reason why trade is Chief among these has been the creation father’s booming at his store, despite the presence of of a special tobacco room, hidden away from Sainsbury’s Local just two doors down. view behind the store’s main till. The ‘shop This success has also come from an within a shop’, which is only accessible to investment of just under £1m to transform customers aged over 18, allows David to fully the business into a one-stop shop for display his wide range of tobacco products. confectionery, news and magazines, toys This includes big-name brands, specialist footsteps and tobacco. rolling tobacco, a comprehensive range of David says: “When Sainsbury’s Local pipes, and even a large selection of Cuban opened up two years ago, we chose to put ev- cigars located in the store’s own walk-in Surrey retailer David Worsfold erything on the line to try and defeat them. humidor. “I got in a consultant – something my fa- “We have a separate till in the room for has completed phase one of ther would have killed me for – and she took transactions and, because we can display me on a journey of how retail has changed. the products, we’ve had a bit of fun with his shop development plan “She told me that whereas people in the presentation, such as embedding cigar to compete with Sainsbury’s. the past would socialise while doing their boxes into the wall. shopping, they now tend to congregate “Since the changes our tobacco sales have Having grown up living above elsewhere.” grown by 20% and our cigar sales are up by his father’s shop, David knows With this in mind, Farrants underwent a 30%.” nine-month refit to give the store a modern Other additions include a revamped news how to make customers look while celebrating its 120-year history. and magazine section, complete with two The new wooden interior – “inspired by leather sofas and table for customers looking feel right at home. Steven Fat Face stores” says David – is complement- to browse before they buy. Lambert reports ed with various items dotted around the “It ties in with trying to get people to Retail Newsagent 29 January 2016 25 We’ve been followers of the trade press inluding RN, as it’s important for us to keep up to date with the latest news going on in our sector.” DAVID WORSFOLD

David Worsfold has immersed sales thanks to new features such as sofas in his news and magazine section and a specialist tobacco room

“I wanted linger in the store,” says David. “Our news and mag sales are up 8% as a result.” shoppers to Children are all also well catered for feel like it was at Farrants, with a new confectionery Christmas tree-shaped display filled with their store and American sweets. somewhere David says: “We’re now looking to add they could use lights so it draws your eye right from the front of the store. as a social hub, “Confectionery sales have grown by 8%, and not be and we’ll be working with a company called American Fizz to extend our American processed like range further.” they would be in Despite the positive early results, David Sainsbury’s” says the business is “only 75% there” and is already moving onto “phase two” of the development. His plans include the creation of a function room at the back of the store to hold community events and workshops, as well as a separate ‘smoking room’ underneath the business for pipe and cigar smokers. David says he will also launch a ‘Friends of Farrants’ loyalty scheme, with fee-paying customers gaining exclusive deals such as free cups of cofee from the soon-to-be- VISIT MY SHOP installed cofee machine. He adds “I have a two-year programme Farrants of things to do and, now that we have the platform to build on this, it’s going to be a Newsagents very exciting time for us.” l 15-17 High Street Cobham Want to see more Surrey of David’s KT11 3DG store? Go to betterretailing. @farrants_cobham com/mike-nicholls 26 29 January 2016 Retail Newsagent NATIONAL LIVING WAGE The search for National Living Wage survival strategies is on. From playing hardball with wholesalers and nearly doubling margins to moving away from the orthodox supply chain altogether, Tom Gockelen-Alexandrou looks at two bold ideas for increasing your profitability What’s your strategy? ush firms to fund Living Wage’ urged former PBestway direc- tor David Gilroy on the front page of RN last week. Retailers, he said, could improve their margins by up to 2% if they “pushed harder” for better prices from their wholesalers, po- tentially funding thousands of hours of wages at the new £7.20 rate. What does “pushing harder” look like in this market, however? Hav- ing spoken to many retailers over working this way had helped Jagtar the past week, RN has identified to raise margins by an astounding two eye-catching approaches busi- in his business every three months Larger businesses like 87% (he is now working with an aver- ness owners are taking to pressure and then focuses his energy on Aldi have embraced age margin of 40% to 42%). suppliers and ensure their margins finding out the prices that all the higher wages but can your His life as a hard-negotiating un- are sustainable after the National wholesale groups ofer. With this in- business afford them? afliated store began a few years ago Living Wage comes into force. As formation he can then demand that when he bought out his uncle and we highlight, these ideas may prove any wholesaler matches or beats the left the Costcutter group. as controversial and radical as they cheapest price he’s found. “I used to be the manager of a are profit-driving, but what can you “I ask the wholesaler what the Sainsbury’s Local and I learned a learn from them? best price they can do for me is and if lot from them. The first thing I did they’re not able to hit or beat that fig- when I took over the business was ure I’ll take my business elsewhere,” make everything possible price- he says. It’s certainly a diferent marked – this, I know, is something Shop around approach to the idea of maintaining Sainsbury’s and the other multiples Jagtar Rai, owner of Oak Supermar- loyalty to a group so a retailer can are returning to their ranges.” ket in Walsall, picks a new category benefit from its help and support, but As well as concentrating on price- marked products – which thanks to his negotiate he can still get these larger margins on – Jagtar also man- ages to source 43 diferent promo- If they’re not tions around the store at any time. This way of working is not with- able to hit out its critics however. “If you want to spend your time outside of your or beat that shop travelling around diferent figure I’ll take cash and carries that’s fine, but I think it’s more important to be in my business your store,” says Dennis Williams of Broadway Premier in Edinburgh. “I elsewhere think there are other ways you can Do you demand enough save money such as looking at your from your wholesalers on price? Jagtar Rai Oak Supermarket, Walsall overheads – we made big savings Retail Newsagent 29 January 2016 27 NATIONAL LIVING WAGE

It’s really important to offer products that provide good margins and that retailers elsewhere don’t stock The huge growth of Peter Mann Amazon highlights how Nisa Local, Luton dramatic its effect on convenience could be

by moving over to LED lighting, for says Peter Mann, owner of a Nisa Smirnof for £15 and my wholesaler example,” he adds. Dennis says he Local store in Luton. Increasingly was charging me £18 per bottle,” he “can’t understand” retailers who wholesalers are doing little more says. don’t want to be with a symbol group than providing PoS for deals, he While the major symbol groups at this point and is confident that his says, and “if the prices are right” he look set to maintain much of the business will be safe from the threat can see Amazon as an increasingly- market thanks to their brand, size of closure that the National Living important deliverer of stock. and extra services, on the surface, Wage might pose to other stores. “If “With the arrival of the National specialist wholesalers such as you look at the symbol groups and Living Wage it’s really important Cotswold Fayre – which provides you look at the unafliated CTNs and to ofer products that provide good premium, local and niche products ask who’s going to disappear, I know margins and that retailers elsewhere to retailers throughout south and who I’d choose.” don’t stock,” he says. So while he can- central England – appear to be par- not see Amazon overtaking the likes ticularly at risk of this movement. of Nisa or Booker anytime soon, Peter Its boss, Paul Hargreaves, is confi- Work with would value the range and reliable dent, however. “I can’t see Amazon Amazon would service that is Amazon’s hallmark. getting into account management. be looking Price is, however, also vital to him Our teams build relationships with Amazon and one of the reasons he’d be happy customers, retailers and suppliers; If putting pressure on your whole- to shift as to see another avenue for buying Amazon would be looking to shift as saler is one way to ensure that they stock is the number of times he sees many units as possible,” he says. (and ultimately their suppliers) give many units as products on sale in supermarkets for So, as with Jagtar’s strategy you the best possible price then what possible a cheaper price than he can buy from with the major wholesalers, using about circumventing traditional his wholesaler. “One supermarket Amazon will mean more work for wholesale altogether? Paul Hargreaves was selling bottles of retailers in building their own The arrival of Amazon Fresh and Founder and managing relationships with suppliers and less Amazon Pantry – respectively the director, Cotswold Fayre advice on ranging and organising delivery company’s move into fresh tasting etc from category experts. and chilled and its consolidated gro- Yet it does highlight again that cery service – is giving retailers up when it comes to looking for extra and down the UK the hope that one Amazon Pantry, de- revenue streams and savings day Amazon could deliver products to signed for customers, needed for the National Living their stores. is now seen as a potential Wage, retailers are busy think- “I would definitely use them,” challenger to wholesale ing outside the box. l 28 29 January 2016 Retail Newsagent SECURITY Digital technology is transforming the way retailers protect their businesses. Nadia Alexandrou talks to two retailers about their top three devices and how they use them to keep their stores and staff safe Safety in numbers Situated between social housing and a drug rehabilitation clinic, ex-police officer Samantha Coldbeck has invested time and money in getting the right technology to protect Samantha Coldbeck her shop against theft, fraud and maintaining a high Wharfedale Convenience Store, Hull standard of customer service My top three digital security devices I’ve got a strict one-year ban CCTV with sound recording I’ve 2 16-camera CCTV Given that 3 Financial security software To policy for 1recently invested in a standalone sound recording is prohibited in help me keep my banking and finan- customers CCTV system for staf-only areas, in- public spaces, I use a diferent CCTV cial business transactions secure cluding behind the till and the stock system to monitor the shop floor. I’ve I use Trusteer Rapport and ESET who are caught room. It records sound as well as got a strict one-year ban policy for Smart Security, which prevents images which is a great tool for staf customers who are caught stealing, malware and phishing attacks – two stealing training – ensuring our 15 staf up- and always report the perpetrators things that are at the root of all sell sufciently, for example – but it to the police when we catch them on financial fraud. Nearly all the banks also helps to minimise the chance of video. We’ve actually earned a few ofer this as a free service to cus- any staf theft. The system – which I loyal customers through our firm tomers, and I got mine through bought from Maplin for £700 – is by handling of shoplifters because they HSBC. This is crucial to ensure Swann, and includes four cameras, a respect our approach and, after their secure business banking, monitor, two hard drives and a view- ban, even some of those caught steal- which is particularly impor- ing app, Swann View Pro. It’s a DIY ing have become frequent shoppers. tant to me because I have an installation, which is partly why it’s I use Ademco CCTV, whose system ATM in my store and therefore such a good deal. records onto a hard drive that saves process a lot of money. footage for 10 days. CCTV can help with training RETAILER INNOVATION as well as security

RN spoke with Dee times exactly. I also use of problems with scam two more Sedani regular customers’ finger- artists, who mostly end One Stop prints to create accounts, up conning my staf retailers who’ve Etwall, Derby so they don’t need their ID out of change. A few used technology checked every time they years ago I decided to come in for cigarettes or use Twitter and Facebook to share in an eye- Fingerprint technology alcohol – just their fingerprint. information and ask for advice, and catching way to I have a background in IT, so I’ve this really helped me learn how to keep them and been able to design my own bespoke Dan Cock protect my business. Of the back of software that uses fingerprint Premier Whitstone that I created a Facebook page called they’re business technology for both my staf Village Stores, The Retailers Security Exchange, secure and customers. My staf Devon which is still being used to this day use it to log their working by retailers for sharing advice and hours, allowing me to information about diferent threats verify the start and end Social media We have a lot and criminals to watch out for. Retail Newsagent 29 January 2016 29

Retailers’ top security apps We asked you to tweet us your favourite apps for security: here’s your top six #i-Smart Viewer This app for Android phones allows real-time viewing of digital video recording systems. Features include split-screen viewing, and image captions. Available to download from the Google Play Store.

#IBM Trusteer Rapport Offered free by Technology is most banks, giving retailers and also available to download an advantage from IBM’s website, this app over criminals gives users safe access to banking websites. Fake banking websites and man-in-the-middle attacks are detected by the mobile browser.

#Lockdown Pro Helps Despite being located in an affluent area with low you lock down your apps crime levels, Avtar Sidhu invested a total of £6,500 and pictures and offers Avtar Sidhu different password modes Sukhi’s Simply Fresh, on his security system when his Simply Fresh store including time pin (for example, Kennilworth, West Midlands opened in late 2014 if the time is 09:59 pin will be 0959), smart locks (using your car, watch or wifi address) and My top three digital security devices fake covers. 1 CCTV When we opened, I invest- they’re pressed. They’re also con- #Protect Your Money ed in a large security system with nected to the shop’s safe – along with Lists all applications in 40 cameras and a connected alarm the alarm system – so when they’re your phone that may cost system. My alarms are monitored set-of or pressed, it triggers a five you money, including two around the clock by King Security minute time lock on the safe, dis- kinds of notification for warning – the company which installed the suading them from risking a longer I use a free any harmful app that you just system – and I get notified by mobile job to get the money. I also spent installed, as well as a trust list when they are triggered. My cam- £100 on mag locks, which are con- app – i-Smart system for your trusted apps. eras are mostly used to catch thefts nected to just one button behind the Available to download from the and scams on camera, such as one till. It locks all of my doors simulta- Viewer – that Google Play Store. scam artist who was using digital neously when pressed, helping keep allows me money voucher Ukash to get money people in or out, depending on the #LogMeIn Provides secure and had already hit four other stores. situation. to access my access to your computer He would try to pay for the voucher from an Android device. (worth up to £300) with a credit card. 3 CCTV app I use a free app – i- CCTV footage Allows you remote access and Under the pretence of going to the Smart Viewer – that allows me to control home and work computers in-store ATM to draw out money, access my CCTV footage live online live online on the go. Available to download when the card was declined, he wherever I am from various devices, from the Google Play Store. would just walk out of the shop with including my mobile. My CCTV is the voucher. As the only store owner already monitored by King Security, #Alfred Enables you to who had CCTV, I gave footage to but I use this mainly to turn your phone into the police, who eventually keep an eye on opera- a surveillance camera. tracked him down. tions, and to also Requires installation help me to manage of Alfred app on two Android 2 Panic buttons We have my staf remotely. phones. One acts as a Webcam at three panic buttons – all of your desired location and take the which are connected to, With the press of other one with you as a Viewer. and monitored by, King one button Avtar Available to download from the Security – which will can secure his Google Play Store. l call the police as soon as business 30 29 January 2016 Retail Newsagent BABYCARE & PRE-SCHOOL Mums spend on average 38% more per trip than shoppers without babies, so are you stocking the right products to ensure you get your share of this spend? Nadia Alexandrou takes looks through the planograms of a leading wholesaler and speaks to one experienced parent to get some advice Get it right and drive more sales arents spend more than the baby feeding category expert Charles average shopper and ofering MacDonald of Danone Nutricia Early them the range of products Life Nutrition. Ptheir young children require How can they do this? A great place is a great way to drive basket spend to start is the planograms wholesal- and cement customer relationships. ers produce for almost every category Yet there is a challenge: babies – and babycare and pre-school is no grow fast and their needs change diferent. regularly in the years before they But that’s not all. Every mum is a start school. “Retailers must ofer the parenting expert in their own right, full range of baby milks and foods so RN has recruited its own experi- across all stages where space is avail- enced mum of two – hospital admin- able, to help improve the length of istrator Sue Cox – to give a personal time mums stay in the category and account of what parents need from Check your range frequency at which they shop,” says their local shops. to ensure their needs are catered for Stage 1 0-6 months From the moment your newest Checklist customers are born, and throughout Today’s Plan For Profit Planogram recommends 11 products for babies aged 0-6 months. How many do you stock? their first six months, babies need the n constant attention of their parents SMA First Infant Milk Powder 900g 200 ml n Ask a mum SMA First Infant Milk Liquid n How did you feed your sons when What did you Cow & Gate Infant Milk From Birth 900g 200ml n they were first born? look for at your local shop? Cow & Gate Infant Milk for Hungrier Babies from Newborn I gave my boys breast milk until Although I mashed up a lot of n they were four months old. food myself, I would often buy Pampers New Baby Size 1 Newborn Carry Pack 23 Nappies n My eldest, Callum, then food pouches such as Hipp Or- Heinz 4 Month Mum’s Own Egg Custard4 x 128g moved on to puree-type ganic baby food and baby rice. 4 x 128g n Heinz Mum’s Own Chocolate & Banana Pudding 4mth+ foods at five months, When I was using formula 128g n whereas I decided with I would often use Aptamil. Heinz 4 Month Mum’s Own Sweet Pot & Mince n Liam to let him move onto I would also buy own-brand Cow & Gate Creamed Porridge 4-6 mths 125g solids at his own pace. Dur- nappies – size 1 or 2 – if I had 125g n ing their weaning periods I run out to keep me going Cow & Gate Grandpa’s Sunday Lunch 4mths 750ml n used formula to make sure until my next supermarket Heinz Pure Apple & Blackcurrant Juice 4-6mths they didn’t go hungry. shop. » RN ad template.indd 21 1/20/16 2:46 PM 32 29 January 2016 Retail Newsagent BABYCARE & PRE-SCHOOL Stage 2 Retailer 6-12 months viewpoint Later in their first year, babies start to get up and about. They also start to move off milk and widen their tastes Anish Keshwara Ask a mum How did their needs change as How did you use your local shop they got a little older? at this point? Both Callum and Liam started to I would often simply mash up eat more lumpy food at six months. whatever food I was eating but, Throughout their first year you when I was pressed for time, I Owner of two neigh- have to be very careful with the would buy kids’ ready meals such bourhood stores in amount of salt babies eat – but as premium brand Little Dish or Peterborough, Anish I could start to give them small organic snacks such as rice cakes explains what other portions of whatever I was eating. from my local shop. I would again I occasionally bought kids’ ready buy own-brand nappies, but at products parents most meals and organic finger foods too, this stage it would be for sizes 3-4. frequently buy from as long as the salt content was low. his 2,600sq ft store

Babycare products have Checklist been selling particularly well ever since our store Today’s Plan For Profit Babycare Planogram features 12 products for moved over to the new Nisa babies aged six months and above. How many do you stock? ‘store of the future’ format. During the refit we reduced 200ml n SMA Follow-on Milk Stage 2 our babycare range significantly – 200ml n particularly babyfood and nappies Cow & Gate Infant Milk Hungrier Babies Stage 2 Bottle n When I was 150g – to the core best-selling lines. With Farley’s Original Rusks n baby toiletries such as powder, oil, pressed 125g Heinz Breakfast Creamy Oat Porridge n lotion and baby shampoo, for ex- for time, I Heinz Creamy Rice Pudding Dessert 4 x 100g ample, I now just stock the Johnson 200g n & Johnson brand because parents would buy Heinz Mum’s Own Cottage Pie 7mths + n trust it. For certain baby acces- Cow & Gate Rice Pudding 7mths + 125g sories, however, it is important to kids’ ready 125g n ofer a value alternative – and this is Cow & Gate Banana Cookie Crumble 7mths+ mainly for products that don’t have meals 200g n Cow & Gate Grandmas Sunday Lunch 7mths+ n anything to do with consumption Pampers Baby Dry Midi size 3 22’s PM £4.99 or skin care. For dummies and feed- ing bottles, for example, I stock the 20’s PM £4.99 n Pampers Baby Dry Maxi size 4 n Capitol brand, and for nappy bags I 20’s PM £4.99 use a brand called Tidy Z. Stage 3 Pampers Baby Dry Maxi+ size 4 1-4 years Checklist From their first steps to their There are many favourites with children children featured across the first walk to school, babies spend planograms in Todays Plan for Profit. How many do you stock? the next few years growing into Heinz Spaghetti Hoops children who eat, play with and 400g Green Giant Sweetcorn Original Sweet Niblets n even read much more of what a 198g Kellogg’s cereals including n local shop sells n Frosties 500g, Coco Pops 295g and Rice Krispies Ask a mum 340g n What were your children’s diets What would you be Nestlé’s cereals including Cheerios 375g and Shreddies 500g like as they got older? looking to buy in your local shop? Hartley’s Strawberry Jelly n 135g This is when they could start I often used to look out for specific Angel Delight Strawberry n eating more salt, and so I shared childrens’ ranges – particularly 59g n even more of my meals with them shops which had a café such as Green’s Tom & Jerry Strawberry Cake Kit 199g and Callum stopped having his Debenhams or M&S – because n Capri Sun Orange330ml food mashed up completely after both Liam and Callum seemed to Nesquik Strawberry n about 18 months. Children at this enjoy the food there. I would also 300g age can also start drinking look out for children’s meal deals Pampers Baby Dry s6 XL n 17’s PM £4.99 cow’s milk. that would include three to five Huggies Pull Ups boy size 5 n snacks for a set price. I would 14’s Huggies Pull Ups girl size 5 n Products are available use size 5 nappies, and pull- 14’s for every stage of ups when they started toilet n development training too. l Retail Newsagent 29 January 2016 33

Hot cross popcorn Paperware revamp Red Bull can, can you? Butterkist is launching limited Spar has revamped its own label Red Bull is back on TV this month edition Hot Cross Bun flavoured paperware range with higher quality with a series of ads running under popcorn for Easter. materials, new products and price- the tagline ‘One Can and You Can’. marked packs. RRP £1.49 RRP various RRP various Outers not given Outers various Outers various Contact 01253 603 613 Contact 0208 426 3690 Contact 01344 418 396

Dine in with Knorr Meat range with Welly New York trips to win Knorr is launching a multi-million Nisa has teamed up with Welly to Bodyform is ofering an all-expenses pound marketing campaign including launch a range of five cooked meat paid trip to New York to 10 shoppers digital activity and TV spots around products in its stores. in its Pink Ticket competition. Channel 4 show ‘Come Dine With Me’. RRP various RRP £1.19 - £3 RRP not given Outers various Outers not given Outers not given Contact 01293 648 000 Contact 01724 282 028 Contact 01582 677500

Dad’s Army makeover Purdey’s star support Blue Steel tie-in Bovril and Colman’s will both Actor Idris Elba will front a new mar- Ciroc vodka is getting a limited receive limited edition packaging keting campaign for Purdey’s fruit edition ‘Blue Steel’ bottle to tie-in to mark the launch of the new Dad’s drinks launching in April. with the upcoming launch of the Army film next month. Zoolander 2 movie. RRP various RRP £1.19 RRP £38.50 Outers various Outers 12 Outers 6 Contact 01293 648 000 Contact 0845 755 0345 Contact 0845 7515 101 34 29 January 2016 Retail Newsagent

[email protected] 020 7689 3358 @RetailNewsagent f facebook.com/retailnewsagent

Round up

HELENA DRAKAKIS Magazines reporter NICHE WORK IF YOU CAN GET IT It takes confidence to begin stocking high-end magazines, but it could be a trend that more and more news outlets have to wrestle with. Last week, we featured Jamie Leslie who has set up as a magazine specialist. From quarterly high-quality children’s magazine Anorak to £6 Coining it in cycling magazine Boneshaker, there’s a dizzy- ing array of independent publications in his shop. Admittedly, our guest writer has pitched GET MINTED WITH THIS himself in a trendy part of London, synony- mous with design and creativity, so you could argue he has a captive market. HISTORIC COIN SERIES But media experts also predict the rise and rise of ‘niche’ in the next few years. Coin collectors with an interest in the history and the life and We’ve already seen the beginning of this times of Britain’s rulers will love this new bi-weekly series trend with high production-value adult colour- ing magazines. If similar titles take of, the WITH EVERY ISSUE of Rulers of Britain Coin problem, perhaps, is how to display them in- Collection, readers will receive a faithfully store and how to get the choice right for your reproduced, museum-quality coin, which market. F includes real gold plating. Each coin has L R T Understandably, many traditional retailers AUNCH EE GIF been hand-finished to look and feel authen- will be nervous about bringing in a £15 booka- tic. Within the magazine they can discover RULERS OF BRITAIN zine that may sit there gathering dust. However, the story of an ever-changing Britain, from COIN COLLECTION well-chosen, well-displayed stock could make the first ancient civilisations that minted On sale 3 February all the diference. metal into coins to the present day. Every Frequency bi-weekly These are not throwaway weekly reads, like issue explores the life of a diferent ruler Price £1.99 Closer or Take a Break. They will be lost in the introductory; issue – building into a comprehensive guide to 2: £2.99 and £3.99 disorder of many magazine racks. But a small the Rulers of Britain. Enthusiasts can find thereafter stand housing front-facing titles might intro- out how these individual men and women Distributor duce a select range to your store. transformed this tiny, vulnerable group of Marketforce If you talk to your customers and judge their islands into one of the most powerful na- Display with Coin, interests and passions well, this educated risk tions in the world. Stamp & Coin Mart could earn you a specialist reputation and loyal customers.

The original and still CELEBRATING the best-selling 25 YEARS prize puzzle magazine AS NO.1 On sale 4 February Retail Newsagent 29 January 2016 35

LA H STAR MONSTERS UNC Star Monsters are a range of pocket-money friendly On sale 4 February products for boys and girls that start at £1 for a packet Frequency one shot containing two Star Monsters and two stickers. At Price £1-£3 £3 the Star Monsters Starter Pack contains a full 32- Distributor Seymour Display with other page guide and sticker book. Each character has been collectables formed from a star that has fallen to earth. The star transforms into a Star Monster, taking shapes and characteristics from the environment it lands in.

O S L N T CLASSIC POP PRESENTS: PECI A E SHO DAVID BOWIE On sale 2 February Anthem Publishing’s Classic Pop Presents celebrates Frequency one shot the life of David Bowie with this special collector’s Price £6.99 edition magazine. This commemorative magazine Distributor Marketforce Display with Mojo, Q, will retrace Bowie’s career decade by decade, from Uncut, David Bowie Ziggy Stardust through to his most recent Blackstar collectables album with editorial content detailing his albums, singles, tours, movies, personas and collaborations. The issue will also celebrate Bowie’s visual variety and theatrical flamboyance with full page photos. O L N T Bestsellers AUNCH E SHO PAW PATROL STICKER COLL’N On sale 28 January Motoring With the all-new Paw Patrol Sticker Collection from Frequency one shot Title On sale In Panini, collectors can share adventures with six Price Sticker album: date stock £1.99; sticker pack: 50p heroic and fun pups. The Paw Patrol is a team of ener- 1 Motorcycle News 03.02 getic pups – Chase, Marshall, Rocky, Rubble, Skye and Distributor Marketforce Autocar 03.02 Zuma – and a 10-year-old boy, Ryder, who’s also the Display with other 2 collectables team leader and coordinator. There are 180 stickers to 3 Classic Car Weekly 03.02 collect, including 36 special stickers. 4 Speedway Star 06.02 5 Autosport 04.02 F R T INSTYLE EE GIF 6 Auto Express 03.02 The March issue of InStyle is cover-mounted with a 7 Motorsport News 03.03 free Ciaté nail polish in a choice of five shades for the On sale 4 February Frequency monthly What Car 11.02 spring season. They each have a retail value of £9 and 8 Price £3.99 readers can collect all five, worth £45. This Fashion 9 BBC Top Gear 27.01 Distributor Marketforce issue features 180 pages of spring fashion and beauty, Display with Marie Claire, 10 Tmx News 12.02 along with new hair and make-up looks to keep read- Glamour, Red Classic Sportscar 04.02 ers up-to-date with this season’s key looks. There’s also 11 an interview with British actress Ruth Wilson. 12 Classic Bike 27.01 13 Practical Classics 27.01 R D 28.01 FOCUS EBR AN 14 Commercial Motor Classic Cars 27.01 A new-look BBC Focus magazine hits the newsstand On sale 4 February 15 in February. Each issue features the latest discoveries Frequency monthly 16 Land Rover Owner 27.01 made around the world. The new look will be smarter Price £4.30 17 Classic Car Buyer 03.02 and easier to read. This new issue includes features on Distributor Frontline Stephen Hawking, Russian entrepreneur Yuri Milner Display with Wired, New 18 Truck & Driver 02.02 and Astronomer Royal Sir Martin Rees’ Hunt For Alien Scientist, Discover 19 Practical Sportsbikes 17.02 Life; how animals could save us from earthquakes; plus new Focus columnist, Robin Ince. 20 Classic Motorcycle 05.02 Data from independent stores supplied by

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© 2015 Spin Master PAW Productions Inc. All Rights Reserved. PAW Patrol and all related titles, logos and characters are trademarks of Spin Master Ltd. Nickelodeon Sticker and all related titles and logos are trademarks of Viacom International Inc. Collection On Sale So n! 36 29 January 2016 Retail Newsagent THIS WEEK IN MAGAZINES C O N M O P I S L ETI T PECI A TAB CODEBREAKERS On sale 28 January Industry TaB Codebreakers Collection is filled with more Frequency monthly than 70 challenging coded crosswords, with Price £2.20 viewpoint the added advantage of being in large clear type. Distributor Frontline Display with TaB Criss Daniel Benson This puzzle magazine gives puzzlers the opportu- Cross, TaB Crosswords, Editor, nity to win £5,000. Publisher H Bauer expects the TaB Wordsearches BBC Focus Magazine February range of puzzler titles to generate more than £135,000 in sales, so retailers are advised to display them together, front of fixture, to maxi- mise sales potential. C O N M I O S L PETI T PECI A TAB CRISS CROSS COLL’N On sale 28 January TECHNOLOGY AND With 100 pages full of Criss Cross puzzles, H Bauer Frequency monthly SCIENCE TO FOCUS ON promises that TaB Criss Cross Collection will keep Price £2.20 readers busy. Throughout the magazine there is Distributor Frontline ver the last few years, there’s been a also a wide selection of diferent puzzles and there’s Display with TaB shift in the public’s attitude towards Crosswords, TaB £5,000 on ofer in the magazine’s competition. TAB Wordsearches, TaB science. It’s no longer the pursuit of Criss Cross Collection is the 10th best-selling puzzle Codebreakers bofns locked away in labs, but is magazine, according to Smith’s rankings. exciting, cool and all-pervasive. OLast year’s spectacular space discoveries, C TAB CROSSWORDS COLL’N O N for example, have M I O S L Top TaB Crosswords Collection ofers readers 140 PETI T PECI A broadened aware- quick-to-solve puzzles. The magazine ofers a mix On sale 28 January ness and opened tip of straight crosswords, cryptic and quizzer-style Frequency monthly our eyes to The new-look BBC Focus will crosswords in abundance, as well as a few variants Price £2.20 wonders of the take readers on an amazing thrown in to the mix. Plus, this issue, H Bauer is of- Distributor Frontline world we in- journey of discovery – from fering readers the chance to win £5,000. TAB Cross- Display with TaB Criss habit. You just wonders of virtual reality to the words Collection is in the top 20 most popular puzzle Cross, TaB Wordsearches, have to look at biggest ever hunt for alien magazines, with the category growing dramatically TaB Codebreakers the firestorm life – front face and display prominently in store. over the last few years. events generate on social media C to understand that O N TAB WORDSEARCHES COLL’N M I O S excitement. PETI T PECI AL TaB Wordsearches Collection features more than 100 And let’s not forget technology. This year wordsearches with full solutions. In this issue there’s On sale 28 January promises spectacular innovation from the Inter- also the chance for one reader to win £5,000. On sale Frequency monthly net of Things to 4K Ultra HD TV sets, VR goggles, monthly, the TaB series is the most popular puzzler Price £2.20 wearable fitness tech and smart drones. collection currently on sale. TAB Wordsearches Col- Distributor Frontline That sense of wonder is at the heart of the new- lection is in the top 10 most popular puzzle maga- Display with TaB look BBC Focus magazine. We’re all about fuel- Codebreakers, TaB Criss zines with TAB being the most popular brand in the Cross, TaB Crosswords ling the imagination with surprising insights category. and mind-blowing breakthroughs and using science as a means to satisfying our curiosity. And we’re lucky, because in this digital age, C TAB MY FAVOURITE RECIPES O N traditional media is still where it’s at when it M O In this issue of TaB My Favourite Recipes there PETI T I comes to discovery. In a world where the public are 60 great reader recipes including Hina’s On sale 28 January has developed a level of skepticism about the Pasta Bake in Cheese Sauce, Lina’s Pure Love Frequency monthly accuracy of scientific reporting, trusted, estab- Tart and Lisa’s Ham & Cheese Pastry Ring. H Price £1 lished brands (like the BBC) play a vital role in Bauer is also ofering £25 for any recipe which Distributor Frontline science communication. is used in the magazine and is also ofering the Display with Take a Break So, BBC Focus has a clear mission and a unique chance to win £250 in cash for the top recipe each place in the magazine landscape. We’ re looking issue. This issue is expected to sell approximately forward to another brilliant year of science and 26,000 copies. bringing pleasure and understanding to every- one curious about how the world ticks.

COMING UP IN NEXT WEEK’S RETAIL NEWSAGENT THE KUMAR FAMILY LEAD THE WAY WITH LANDMARK’S LIFESTYLE VALUE FASCIA Plus, RN visits Menzies Wakefield super-hub to ask how it’s addressing eight readers’ RETAIL NEWSAGENT complaints, and how five retailers meet their morning customers’ breakfast needs NEWS ● CONVENIENCE ● PROFIT Retail Newsagent 29 January 2016 37

Partworks Collectables

Title No Pts £ Topps Panini

DeAgostini Disney Frozen Minions Descandants Inside Out Build the Millennium Falcon 56 100 8.99 Friendship Starter £4.99 Starter £2.99 Starter £2.99 Activity Cards Cake Decorating 202 210 2.99 Cards £1.00 Stickers £0.50 Stickers £0.50 Starter £4.99 Cake Decorating Relaunch 151 165 2.99 Cards £1.00 Dinosaurs & Friends 49 60 5.99 Official Star Wars Factfile 105 120 2.99 Northern Zippo Collection 11 60 19.99 Disney Frozen Rugby Attax Ireland Sticker My Sister, Collection Eaglemoss Journey to Starter £4.99 My Hero Album £2.99 Star Wars: The Cards £1.00 Starter £2.99 3D Create & Print 54 90 6.99 Stickers £0.50 Force Awakens Stickers Batman Automobilia 81 80 10.99 £0.50 Starter £4.99 Build A Solar System 23 104 6.99 Stickers £1.00 DC Comics Graphic Novel 13 60 9.99

Disney Cakes & Sweets 125 120 4.50 Shopkins Disney Peppa Pig Doctor Who Figurines 62 70 7.99 Starter £2.99 Princess Starter £2.99 Marvel Chess Collection 56 64 8.99 Stickers £0.50 Fabulous Stickers £0.50 Marvel Fact Files 150 150 3.50 Lego Friends Talents Military Watches 52 80 9.99 Starter £2.99 Starter £2.99 Stickers £0.50 Stickers £0.50 Star Trek Off. Starships Coll. 64 70 10.99 Star Wars Hachette Force Attax Road to Art of Crochet 22 120 2.99 Starter £4.99 Dragons UEFA Euro Art of Knitting 53 90 2.99 Cards £1.00 Starter £2.99 2016 Starter £4.99 Art Therapy 45 100 2.99 Lego Ninjago Cards £0.50 Cards £1.00 Black Pearl 107 120 5.99 Starter £2.99 Stickers £0.50 Build the Mallard 75 130 7.99 Star Wars Build the U96 74 150 5.99 Stickers England Classic Pocketwatches 91 80 8.99 Starter £2.99 Official Sticker Star Wars Dr Who Complete History 5 80 9.99 Stickers £0.50 Collection Abatons

Judge Dredd Mega Collection 28 80 9.99 Starter £2.99 Starter £7.99 Match Attax Stickers Cards £1.00 Marvel’s Mightiest Heroes 56 60 9.99 2015/16 £0.50 My 3D Globe 56 100 5.99 Starter £3.99 Your Model Railway Village 114 120 8.99 UEFA Cards £1.00 Champions

RBA Collectables League Fifa 365 Official Sticker Starter £2.99 The Good Amazing Dinosaur Discovery 48 80 5.99 Collection Stickers £0.50 Dinosaur My Zoo Animals 21 60 5.99 Starter £2.00 Starter £2.99 Precious Rocks, Gems & Minerals 53 100 5.99 Stickers £0.50 Stickers £0.50 Real Life Bugs & Insects 71 85 5.99 Merlin Official Premier Fifa 365 League Sticker Collectables Adrenalyn XL Collection Ultimate Starter £4.99 Starter £2.50 WWE Slam Spider-Man DeAgostini Cards £1.00 Cards £0.50 Attax Then, Album £2.99 Magiki Kittens 2.50 Now, Forever Stickers £0.50 Geckos & Co 1.99 Starter £4.99 Cards £1.00 Magic Box Minions Jurassic World Wales Sticker Zomlings Series 4 0.50 Starter £2.99 Starter £2.99 Collection Stickers £0.50 Stickers £0.50 Album £2.99 Stickers £0.50

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IN ASSOCIATION WITH Steven Lambert [email protected] 020 7689 3357 @StevenLambertRN

Back in the day ‘Victims’ become criminals AROUND after fake robbery scam WITH THE Here on RN, we do our best to CCTV system. However, police ROUNDSMAN 100 highlight the great work that became sceptical when they with Blanche YEARS AGO independent retailers such as could see no evidence of raid- 29 January 1916 yourselves are doing for their ers from other CCTV cameras Fairbrother A Birmingham newsagent, who local communities. nearby. Their suspicions were refused to reduce his shop lights But, unfortunately, every raised further when the al- when asked to do so by police, so often we come across the leged stolen CCTV hard drive and defied the court when sum- odd business that seems to was found reattached at the moned, was last week remanded be doing their best to let the shop a few days later. to have the state of his mind side down. An investigation of the se- enquired into. Such an instance came curity system revealed an au- about last week after it was dio recording of Raguvanan revealed shopkeepers in and Kanagasabai discussing Derby had been prosecuted – plans to stage the crime. 50 for faking an armed robbery The pair were later arrested Is New York’s snow heading our way? YEARS AGO on their own shop. and prosecuted at Derby What a week this last one has been. I have 5 February 1966 Rasadhurai Raguvan- Crown Court. Raguvannan managed to come down with an awful cold and The Daily Mirror is planning to nan and Sathiyanathan admitted stealing £13,063 chest infection that so many of my custom- turn to colour printing before Kanagasabai claimed a gang in cash and perverting the ers seem to have when they come to the door, long. It is to start an experimen- brandishing a hammer and a court of justice and was jailed coughing and spluttering all over the place. tal plant in Northern Ireland to handgun had made of with for 20 months, while Kanaga- I have to say that if I had worked for someone assess the problems of printing more than £13,000 from their sabai was handed a 10-month else this week I would have taken a couple of a daily newspaper in colour. convenience store and post prison sentence suspended days of but, of course, self-employed people Mr Cecil Harmsworth King, ofce in Allenton. The pair for two years. don’t have that option. So it has been a case of chairman of the International even posed for the local paper Needless to say, we don’t carry on regardless, even if it has been a tad Publishing Corporation, said next to a hole in their shop’s think we’ll be doing a retailer difcult. the Mirror’s Northern Ireland ceiling where they claimed profile on the store anytime Anyway, I think I am on the mend now, edition would be printed in the gang had ripped out their soon… apart from that I have had a bit of a mishap and colour “probably next year”. managed to wreck the wing mirror on my car. It is now being held on by gafer tape until the Nestlé can’t catch a break garage can fit a new one. The possibility of ‘four-finger’ character” to meet trademark On 10 January we had our first taste of 25 Dairy Milks came a step closer requirements. The decision winter. There was a significant fall of snow YEARS AGO to reality after a UK high court could pave the way for a making driving conditions hazardous in places 2 February 1991 ruled Nestlé cannot trademark number of rival confectionery and, because it was Sunday, some of the roads Anger has again erupted in the the shape of its KitKat choco- brands to use the four-finger weren’t gritted. In the countryside the lanes are newstrade with the announce- late bar. shape, although Nestlé said it never done anyway, as I have said before. ment that Today and The Sport The decision is the latest in will appeal the decision. If what they say is correct, we will have a lot have cut their terms to newsa- a long-running legal battle be- It also marks bittersweet re- of bad weather in about six weeks’ time because gents from 28% to 26.5%. And tween Nestlé and rival choco- venge for Cadbury, which has there is heavy snow in America right now, and while The Sport has increased late firm Cadbury stretching previously had its attempts it is said what they have now we will get six its cover price to 28p, providing back to 2010. to trademark the shade of weeks down the line. Let us hope it doesn’t come retailers with an extra 0.4p per High court judge Mr Justice purple used on its Dairy Milk to fruition. copy sold, Today remains at Arnold this month sided with packaging blocked by Nestlé in I hope the start of February will be better 25p, resulting in a net loss to the Cadbury, saying that the a separate court hearing. Or, as than January – there have been too many people newsagent of .375p per copy. shape of a KitKat bar did not you could say, more of a ‘two- in obituary columns for my liking. May they all have enough of a “distinctive finger’ salute. rest in peace.